(2 days)<\/p>\n\n\n\n
Contents of the titles below and each of the skills that the participants are aimed to have, will be clarified by video cases and discussions. Definition and Types of Negotiation (2 days) Contents of the titles below and each of the skills that the participants are aimed to have, will be clarified by video cases and discussions.Case studies used in each session…<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":[],"_links":{"self":[{"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/pages\/321"}],"collection":[{"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/comments?post=321"}],"version-history":[{"count":2,"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/pages\/321\/revisions"}],"predecessor-version":[{"id":1618,"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/pages\/321\/revisions\/1618"}],"wp:attachment":[{"href":"https:\/\/www.kazandiranmuzakere.com\/index.php\/wp-json\/wp\/v2\/media?parent=321"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
Case studies used in each session consist of; (1) Original video cases<\/strong> of \u2018Harvard Negotiation Project\u2019, (2) Real cases <\/strong>that took place in real business life (3) Sample negotiation situations<\/strong> depicted in movies or TV series and (4) Applied workshops <\/strong>where the participants take roles as negotiators, conducting a negotiation having conditions similar to real life situations.
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Why Do We Negotiate?
Planning a Negotiation \u2013 Negotiation Stages – Preparation Checking the Process – (Info Gathering, Integration, Resistance, Strategy Formulation,
Problem Solving, Decision Making, Agreement, Follow-up)
Reflection and Management of Social and Cultural Differences during Negotiation
Human Factor; Behavioral Differences
Handling the Differences in Perception
Strategies and Tactics
Importance of \u2018Win-Win\u2019
Management & Sustainability of Negotiation
Communication during Negotiation \/ Words and Expressions to Refrain From \/ Reactions that They Might Cause
Bargaining versus Negotiation
Handling Rejections and Refusals
Handling Different Types of Negotiators.
Handling Deceptions
Importance of Venue and Physical Conditions during Negotiation
Empathy During Negotiation
Meanings and Reading Guidelines of the \u201cCodes\u201d in Negotiations
Sales \/ Procurement Negotiations
Handling Typical Procurement Tactics
Meaning, Importance and Determining Roles of \u2018Power\u2019, \u2018Time\u2019 and \u2018Information\u2019 in Negotiations
Basic Sources of \u2018Power\u2019 and Ways to Utilize Them during Negotiations
Principles of Concession Making\/Taking
Definition and Elements of Persuasion
How to Successfully Implement Cialdini\u2019s Persuasion Principles: “Reciprocity, Mutual Concessions, Consistency, Social Proof, Authority, Scarcity”
Elements of Influence
Strategic Usage of Power Elements Such as: Independent Standards,
Creating Options Best Alternative To a Negotiated Agreement
Distinctions between; Positions versus Interests and Wants versus Needs
Common Negotiation Mistakes
Common Misconceptions in Negotiation (With Sample Cases)
Handling Difficult People
Differences between the \u2018Principled Negotiator\u2019 and \u2018Hard\u2019 or \u2018Soft Negotiators\u2019
Critical Negotiation Mistakes and How to Avoid Them
Zone of Possible Agreement
Concluding a Negotiation
Methods of Detecting and Handling People with \u201cWin \u2013 Lose\u201d Approach
Conflict Management<\/p>\n","protected":false},"excerpt":{"rendered":"