Negotiations

ECTS: 5

COURSE OBJECTIVES
Knowledge about fundamental negotiations, preparing for a negotiation.

COURSE CONTENT

1. The fundamental framework negotiations;
2. Two types of negotiations;
3. Real sources of power;
4. Multipharty transactions;
5. Steps for preparing for a negotiation;
6. Tips for setting the time and place;
7. Establishing the right tone;
8. Tips for getting off to a good start;
9. Sales negotiation planner;
10. Best alternative to negotiated agreement BATNA;
11. Differencesin gender and culture;
12. Difficulties in communication;
13. Zon of possible agreement ZOPA;
14. Steps for closing the deal.