Negotiation Techniques (Consultive Agreements)

**Structure:** • Self assessment: How do I perform as negotiator? What do I need, what can I improve?  • Structure of a good negotiation:  • Behavior & Attitude : • The negotiator profile and how to act with each profile • Negotiation Behavioral Elements: Golden and platinum rules • Self assessment: are you a good listener? How to act to each person’s profile? • The importance of emotional control and know to Interact with other people (“Active Listening”) • Process & Method: • Preparation and Understanding; Opening; Exploring the Options; Negotiation Closing and post sales • The negotiation process: SPIN model • Situational Questions / Problem / Implication / Need vs Benefit Cost • Focus on the interest of the involved parties and not in their position • Focus on asking questions / raise suggestions about solution implications and revealed needs • Come to an agreement according to the objective criteria • Think about objective criteria that justify the choices made by each party **Workload:** 8 hours in person or 2 4-hour sessions for ZOOM/TEAMS groups **Pre-Work:** prepare successful and not-successful situations in the negotiation process. **Format:**   Few slides and practical activities based on experience Exchange, discussion, videos, and activities. Groups for activity development will be created.