In this seminar, delivered by Fernando Arístegui Monge, you will learn how to cope with conflict. You will understand the core concepts of negotiation in order to enhance your skills and thus obtaining better outcomes and building successful relationships.
Understand the core concepts of negotiation and the mutual gains approach in order to enhance better outcomes and build successful relationships with negotiation partners.
Gain insight into personal conflict-solving style and manage the tension between empathy and assertiveness to manage conflict and deal with difficult people.
Obtain tools to set the stage for productive negotiations.
Acquire the skills to negotiate in intercultural complex business deals.
Learn about the obstacles of virtual negotiations.
This seminar will be taught by Fernando Arístegui Monge.
Summary of contents:
1. Common mistakes in negotiations
1.1. Negotiating is not bargaining or confrontation
1.2. Each negotiation is a new challenge
1.3. Creativity is not an exclusive marketing tool
1.4. From lose/lose to win/win: break the competitive paradigm
2. Preparation stage
2.1. How much do you know about yourself?: Self-assessment
2.2. How much do you know about your interlocutor?: Negotiation Research
2.3. What is your objective?: Be objective
2.4. What do you really need?: Know your real interest
2.5. Prepare alternatives: Increase the size of the pie: what is your BATNA?
3. Exploration stage
3.1. Focus on what is common not what is different
3.2. There are no bad answers; there are wrong questions
3.3. Practice intensive listening skills: observe body language
3.4. Reformulate and explore alternatives
4. Proposal stage
4.1. Make the first move: be in control
4.2. Be realistic: make a reasonable first offer
4.3. Don’t make assumptions: be positive
4.4. Use assertive style: Avoid irritators
4.5. Expand your ZOPA
5. Concession management
5.1. Control your emotional reactions: Respect turn-taking
5.2. Pay attention to body language
5.3. Moderate concessions: first condition next offer
5.4. Don’t say no: propose something difficult to attain
5.5. Don’t use many arguments. Repeat the good ones
5.6. Make breaks
6. Closing the deal
6.1. 80% of the mistakes are made at the last 10 ms
6.2. Everything in writing
7. The dynamics of intercultural negotiation in Asia
8. Virtual negotiations
- Campus A Coruña
- Friday, 6th March, from 4.30 p.m to 9.45 p.m.
- Santurday 7th March froma 9.00 a.m. to 2.15 p.m.
The seminar's price is 350 €.
- Alumni member: 40 %
Second enrolment: 15 %
Payment by bank transfer (ES17 2080 5000 6130 4716 0080)
The name of the student and the program in which he / she is enrolled must be indicated.