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Catalog Area: General Management
Duration: 08 Hrs.
Modality: online and Face-to-face modality
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OBJECTIVE:
Develop participants’ negotiation skills and strategies to enable them to prepare, conduct, and successfully close effective agreements through strategic communication, interest analysis, and the application of proven negotiation techniques, fostering mutually beneficial relationships and delivering better organizational results.
BASIC COURSE INFORMATION:
ADDRESSED TO:
Managers, supervisors, administrators, and executives from various business areas involved in negotiations.
Competencies to Be Developed: Negotiation, Communication, Results Orientation
SYLLABUS
Module 1. Negotiation and the Communication Process
A. Fundamentals of Negotiation
B. The Communication Process
C. Improving Verbal and Nonverbal Communication
D. Effective and Meaningful Communication in Negotiation
Module 2. Negotiation Process and Planning
A. Stages of the Negotiation Process
B. Types of Negotiation
C. Negotiation Planning
D. Company’s Competitive Strategy
E. Roles in Negotiation F. Goal Setting
Module 3. Negotiation Strategies
A. Negotiator Skills and Profiles
B. Defining BATNA (Best Alternative to a Negotiated Agreement)
C. Identifying the ZOPA (Zone of Possible Agreement)
D. Negotiation Techniques
E. Rules for Making and Requesting Concessions
F. Closing the Negotiation and Formalizing the Agreement
Module 4. Practical Workshop: High-Impact Negotiations
BENEFITS
• Understand the principles that distinguish effective negotiation from discussion or confrontation.
• Strengthen verbal and nonverbal communication skills to build greater influence and credibility.
• Learn how to plan negotiations with clear objectives and well-defined strategies.
• Identify the most appropriate negotiation style according to the context and the type of counterpart.
• Develop negotiation skills for working with clients, suppliers, colleagues, and internal stakeholders.
• Apply tools such as BATNA and ZOPA to strengthen your negotiating position.
• Handle objections, conflicts, and challenging situations with greater confidence and professionalism.
• Learn when and how to make concessions without compromising the organization’s interests.
• Increase your ability to reach sustainable agreements and build long-term business relationships.
• Practice real-world negotiation scenarios that facilitate the immediate application of the knowledge acquired.
