Negotiations 2600-MSFRdz2NEG

Lecture
1. Introduction to negotiations
 Principles of negotiations
 Basic elements of the process
 History of negotiations – key dates and names
 The role of emotional intelligence
 The difference between negotiation, sales and mediation processes
2. Stages of the negotiation process
 Preparation
 Implementation
 Implementation and settlement
3. Preparation for negotiations in the original Model 9P
 Purpose of negotiations
 Negotiating partner
 Meeting place
 Subject of negotiations
 People involved in the process
 Time
 Tools (tactics, techniques)
 Communication
 BATNA
4. Principles of police negotiations
5. Negotiations in an international environment
6. Selected techniques for controlling negotiation communication
 Paraphrase
 Quotations
 Inquiry
 summary
7. Circle of Conflicts Ch. More
 structural conflict
- conflict of values
 information conflict
8. Principles of exerting influence
 Persuasion
 Psychotechnics
 Social engineering
 manipulation
9. Negotiation styles
 Soft style
 Hard style
 Mixed style – Harvard model
10. Negotiation strategies
 Financial strategy
 Margin strategy
 Share strategy
 Prestige strategy
11. Negotiation techniques
 Verbal techniques
 Non-verbal techniques
 Linguistic techniques
12. Negotiation tactics – dilemmas
 Who's first?
 Rules of concessions
 Salami or packaged
13. Negotiation mistakes
 Routine error
 Haste bug
 Unprepared error
 Working on opinions
 Beliefs and stereotypes
14. Negotiator's competences
 Soft
 Hard
 Example of original research

Exercises
1. Numerous negotiation case studies with elements of:
 Time pressure
 Managing the negotiation team
 Commercial mathematics
 Verbal and non-verbal communication
2. Moderated discussions