Deskripsi

The objectives of this workshop are to improve the outcomes of negotiations by enhancing your negotiating skills.You will learn to apply a structured approach to negotiating which, combined with the practice sessions incorporated into this programme, will improve your negotiating confidence. You will be exposed to the Breakthrough Negotiation Strategy to help you achieve results in difficult and complex negotiations.

You will learn how to:

Plan and prepare for negotiations
Recognise the vital steps in a negotiated settlement and to exhaust one step before proceeding to the next
Improve your communication skills and achieve better results
Resolve impasse and handle difficult negotiations
Negotiation in teams
Negotiation in an international petroleum environment taking into account cultural differences.

Materi

Negotiation as a Process

What do we mean by negotiation?
Are you a potential negotiator?
Key negotiating steps

Preparing for your negotiation

Five keys to preparation
Knowing your subject, knowing your counterpart, preparing your tactics
An invaluable tool – preparation checklists

Initiating and Presentation

The importance of initiation and how to initiate
The importance of presentation after initiation are before bargaining

Bargaining

Developing your bargaining strategy
Effective bargaining techniques
How and when to avoid premature bargaining
How to resolve impasse and deal with conflict
Getting concessions

Closing the Deal Successfully

How to recognise closing signals
Confirmation and follow-up

Communication and human behaviour in negotiations

Seven steps to effective communication
Verbal and non-verbal communication
Learning how to listen
Dealing with different personalities
How to communicate to influence the other side
Negotiating by phone or e-mail

Team negotiations

How to negotiation in teams

Breakthrough negotiations

What we mean by Breakthrough Strategy

Handling international negotiations

Recognising cultural differences
How cultural differences affect negotiations
Preparing for international negotiations

Dealing with conflict

The causes of negotiationg conflict
How to assess your own conflict management style
How to handle conflict negotiations

Peserta

This introductory to intermediate level workshop is aimed at those with little or no previous negotiation experience and who wish to improve their ability and confidence. It is suitable for a variety of professionals working in the oil & gas industry. It is suited for those involved in commercial and inter-personal negotiations.

Instruktur :

Drs. Awan Setiawan., BSc., Psikolog, MBA., MSc

Investasi:

8.500.000,-

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