Negotiation techniques

ECTS: 2

COURSE OBJECTIVES

• Understanding the concept of negotiation as a process of searching for an agreement that satisfies various parties.
• Acquiring the skills of an reaching agreement, which may occur either through a barter or through real negotiation.
• Understanding the difference between a barter (it allows only one party – the party in a position of power – to „win”; the other party is forced to accept something of lesser value) and a real negotiation which implies a „win-win” situation, in which all parties are satisfied.

COURSE CONTENT

1. Introductory issues. Strategies for claiming value in negotiations.
2. „How far can I push them in negotiation” – strategies you should keep in mind while responding to your partner’s first offer. The power of anchor.
3. Effective haggling strategies.
4. Creating value in negotiations
5. Main principles of investigative negotiation.
6. Strategies of trust building and information sharing.