Steps involved in negotiating: understand the process in order to control it better. The importance of Factors of Influence: specific areas to work for improvement of performance as a negotiator. How to establish the scenario prior to initiation of negotiation. To identify their own personal style as negotiators. To handle the most common objections without jeopardizing the relationship. To use available tactics and strategies - How and when to use them. To identify the human factor: process of listening and asking questions effectively. How to concede to feelings, needs, priorities and motivators of the other party without declining results.
Subjects: Introduction: negotiation within the new scenario
Collaboration focus: Win - Win Collaborate versus Compete Objectives versus Positions Analysis of my own style: How do I negotiate?
Handling Conflict: Communication Process of listening Handling objections Stretching the negotiation gap
The Process:
Planning - Steps in negotiating Timing - Moments in negotiating Negotiating over the telephone: Pros and Cons How to handle time over the telephone Situation analysis Determining Power sources Tactics and Strategies
CURSOS 
Steps involved in negotiating: understand the process in order to control it better.
