Management & Leadership Training Courses


Negotiation Skills, Influence, and Persuasion

Introduction:

Over the duration of this course, you will learn the art of creating value, resolving conflicts, and managing emotions in negotiations. We will also delve into the nuances of negotiating across cultures and navigating complex multi-party scenarios. By the end of this training, you will be well-prepared to tackle a wide range of negotiation challenges and achieve more favorable outcomes in your professional interactions. Let's embark on this journey to enhance your negotiation prowess and build valuable, lasting relationships in the process.

Targeted Groups:

  • Business professionals.
  • Sales and marketing professionals.
  • Managers and team leaders.
  • Human resources professionals.
  • Entrepreneurs and startup founders.
  • International relations and diplomacy experts.

Course Objectives:
At the end of this course the participants will be able to:

  • Comprehensive negotiation skills.
  • Understanding the principles of value creation and claiming.
  • Navigating difficult negotiation situations and conflict resolution.
  • Emotional intelligence in negotiations.
  • Effective relationship-building in negotiations.
  • Cultural competence for diverse negotiation contexts.
  • Skills for multi-party negotiations and organizational challenges.

Targeted Competencies:

  • Negotiation Fundamentals.
  • Creating Value vs. Claiming Value.
  • Best Practices for Difficult Situations.
  • Dealing Effectively with Emotions and Relationships.
  • Negotiating Across Cultures.
  • Multi-Party Negotiations and Organizational Challenges.

Course Content:
Unit 1: Negotiation Fundamentals:

  • Introduction to Negotiation: Definition and Importance
  • Key Concepts: BATNA (Best Alternative to a Negotiated Agreement), Reservation Point, ZOPA (Zone of Possible Agreement)
  • Types of Negotiation: Distributive vs. Integrative
  • The Negotiation Process: Preparation, Discussion, Clarification, Bargaining, and Closure
  • Simulated Negotiation Exercise
  • Review and Analysis of Negotiation Exercise
  • Analyzing Real-Life Negotiation Cases

Unit 2: Creating Value vs. Claiming Value:

  • Understanding Value Creation in Negotiation
  • Strategies for Maximizing Gains
  • Collaborative vs. Competitive Approaches
  • Identifying Common Interests and Trade-offs
  • Successful Negotiations with Value Creation
  • Practical Applications of Value Creation
  • Homework Assignment: Value-Creation Strategy Development

Unit 3: Best Practices for Difficult Situations:

  • Dealing with Difficult People in Negotiations
  • Handling Aggressive and Uncooperative Parties
  • Strategies for Breaking Deadlocks
  • Managing Difficult Negotiation Scenarios
  • Review and Analysis of Difficult Negotiation Exercise
  • Homework Assignment: Difficult Negotiation Analysis

Unit 4: Dealing Effectively with Emotions and Relationships:

  • Recognizing and Managing Emotional Triggers
  • Building Trust and Rapport in Negotiations
  • Empathetic Communication Skills
  • Emotional Negotiation Scenarios
  • Review and Analysis of Emotional Negotiation Exercise
  • Homework Assignment: Emotional Intelligence in Negotiations

Unit 5: Negotiating Across Cultures:

  • Understanding Cultural Differences in Negotiation
  • Cross-Cultural Communication Styles
  • Avoiding Cultural Misunderstandings
  • Successful Cross-Cultural Negotiations
  • Strategies for Cross-Cultural Negotiations
  • Cross-Cultural Negotiation Plan

Unit 6: Multi-Party Negotiations and Organizational Challenges:

  • Multi-Party Negotiation Dynamics
  • Coalition Building and Alliances
  • Organizational and Team Challenges in Negotiations
  • Multi-Party Negotiation Exercise
  • Review and Analysis of Multi-Party Negotiation Exercise
  • Final Group Discussion and Q&A

Kuala Lumpur (Malaysia)
28 Jul - 01 Aug 2024
3900 Euro
Amsterdam (Netherlands)
29 Jul - 02 Aug 2024
4900 Euro
Madrid (Spain)
05 - 09 Aug 2024
4900 Euro
Milan (Italy)
05 - 09 Aug 2024
4900 Euro
Cairo (Egypt)
01 - 05 Sep 2024
3000 Euro
Lisbon (Portugal)
16 - 20 Sep 2024
4900 Euro
Manama (Bahrain)
29 Sep - 03 Oct 2024
3900 Euro
Paris (France)
30 Sep - 04 Oct 2024
4900 Euro
Dubai (UAE)
06 - 10 Oct 2024
3900 Euro
Online
20 - 24 Oct 2024
1500 Euro
Sharm El-Sheikh (Egypt)
20 - 24 Oct 2024
3500 Euro
London (UK)
21 - 25 Oct 2024
5200 Euro
Istanbul (Turkey)
27 - 31 Oct 2024
4200 Euro
Rome (Italy)
04 - 08 Nov 2024
4900 Euro
Kuala Lumpur (Malaysia)
10 - 14 Nov 2024
3900 Euro
Paris (France)
18 - 22 Nov 2024
4900 Euro
Online
24 - 28 Nov 2024
1500 Euro
Casablanca (Morocco)
09 - 13 Dec 2024
3000 Euro
Vienna (Austria)
16 - 20 Dec 2024
4900 Euro
Amman (Jordan)
05 - 09 Jan 2025
2900 Euro
Barcelona (Spain)
27 - 31 Jan 2025
4900 Euro
Cairo (Egypt)
02 - 06 Feb 2025
3000 Euro
Istanbul (Turkey)
09 - 13 Feb 2025
4200 Euro
Dubai (UAE)
16 - 20 Feb 2025
3900 Euro
Barcelona (Spain)
17 - 21 Feb 2025
4900 Euro
Sharm El-Sheikh (Egypt)
23 - 27 Feb 2025
3500 Euro
Amsterdam (Netherlands)
24 - 28 Feb 2025
4900 Euro
Boston (USA)
10 - 14 Mar 2025
5500 Euro
London (UK)
10 - 14 Mar 2025
5200 Euro
Rome (Italy)
31 Mar - 20 Apr 2025
4900 Euro
Geneva (Switzerland)
14 - 20 Apr 2025
5500 Euro
Cairo (Egypt)
20 - 20 Apr 2025
3000 Euro
Dubai (UAE)
27 Apr - 20 May 2025
3900 Euro
Online
27 Apr - 20 May 2025
1500 Euro
Madrid (Spain)
28 Apr - 20 May 2025
4900 Euro
Manama (Bahrain)
04 - 20 May 2025
3900 Euro
London (UK)
05 - 20 May 2025
5200 Euro
Istanbul (Turkey)
25 - 20 May 2025
4200 Euro
Munich (Germany)
16 - 20 Jun 2025
4900 Euro
Kuala Lumpur (Malaysia)
22 - 26 Jun 2025
3900 Euro

Management & Leadership Training Courses
Negotiation Skills, Influence, and Persuasion (ML)

 

Mercury dynamic schedule is constantly reviewed and updated to ensure that every category is being addressed at least once a month, if not once every week. Please check the training courses listed below and if you do not find the subject you are interested in, email us or give us a call and we will do our best to assist.