100 % BONIFICABLE por la Fundación Tripartita.
1.- The facts about negotiating
- Introduction
- The things you need to know to get anything you want
- Rules of win-win negotiations
- Negotiating vs. price cutting
2.- The three stages of negotiating
- Negotiating American style
- The stages of every negotiation
- The keys to good negotiating
3.- Tactics and counter tactics of negotiating
- Nibbling
- The Hot Potato
- The Higher Authority
- The step counter to the Higher Authority
- How to handle an impasse
- Resolving a deadlock
4.- More tactics of negotiating
- Good guy / bad guy, and the counters tactics
- Why you should never jump at a first offer
- The Feel, Felt, Found Formula
- Dumb is smart, smart is dumb
- The diminished value of services
- Walk-away power
5.- Power: understanding it and gaining it
- Everything what it is necessary to know of the power
6.- Managing time and information
- How to gather information
- Indirect methods of gathering information
- Gathering information as the second step in the negotiating process
- Time: a critical element of negotiating
7.- Personality types
- The need for understanding others
- Finding your personality type
- The Personality Styles Chart
- The Personality Types
- Dealing with your “Kitty Corner” personality type
- Identifying the personality type of others
- Different personality types
- Dealing with each personality type
- The personality types and the Win-Win Negotiator
8.- Body languages
- Studying
- The Handshake
- Seating during the negotiating process
- Relaxation and getting down to business
- Paying attention to body language
- Proximics
9.- Hidden meanings in conversation
- Opposite meanings
- Throwaways statements
- Legitimizers
- Justifiers
- Erasers and deceptions
- Preparers
- Trial ballons
- Sense orientation
- The standards of win-win negotiating
Programa:
