Meeting technology

All human beings are fundamentally success-oriented, even if we differ in our perceptions of the goals we set ourselves before a negotiation and the means and methods we use to achieve them. Especially in increasingly complex and fast-moving market situations, it is important to be able to assert our will and win others over to our ideas. To do this, we need to know the rules of the game for targeting people and how to apply them effectively in both face-to-face and online spaces. In addition to a theoretical approach, the training will provide real-life examples and situational exercises to give participants feedback on their own negotiation style at a self-awareness level. In addition, they can practise difficult situations that will equip them for negotiation situations they may encounter in everyday life.

The training is recommended for managers, salespeople and all professionals whose main task is to conduct negotiations in Hungarian or foreign languages, online or in person. We welcome people who have little knowledge of how to conduct negotiations effectively, but for experienced people, the professional knowledge of negotiation techniques and the opportunity for self-awareness will help them to improve their negotiation skills.

The aim of the training is to learn and develop an effective negotiation style in business. Participants will become aware of the steps of negotiation, learn and practice basic negotiation techniques and understand what makes a negotiation effective (and when and why it is not). They will not only gain theoretical knowledge of negotiation techniques, but also practice the techniques they have learned. They also receive feedback and guidance on their own negotiation style, thus deepening their self-awareness of negotiation competence. In this way, we lay the foundation for confident, successful negotiation and sales behaviour of the employees representing the company.

The importance of communication

• Factors that create a first impression
• Levels and channels of communication
• The importance of body language
• What do we hear during a message?
• The difference between persuasion and manipulation
• Tools of persuasion in negotiation

The negotiation

• When do we talk about negotiation and what not to call it?
• Types of negotiation
• Components of a negotiation
• Characteristics and time use of a business negotiation
• The advantages and difficulties of face-to-face negotiation
• Advantages and difficulties of online negotiation
• Negotiation strategies

The eight-phase negotiation model by Dr Róbert Barlai

• Thinking through the planning
  • Steps and tasks during preparation
  • Content of the negotiation plan
  • Content and importance of physical preparations
  • Considerations for the selection of visual and online tools
  • Thinking through the negotiating framework
• Preparation techniques, tips and tricks
• Steps and methods to create an atmosphere
• Needs assessment tools
• Motivation, persuasion, persistence, objection
  • The pillars of buying
  • The difference between persuasion and manipulation
• Techniques to help you make a decision and reach an agreement
• Steps to closing the deal
• The importance and content of aftercare

The negotiator

• Negotiating roles
• Behavioural types and negotiation styles
• Characteristics of a good negotiator
• Defining your own negotiating style
• Recognising them in person and online (tell-tale signs)
• Sources of negotiating power
• Difficult negotiating partners and how to deal with them

Product presentation, argumentation, counter-argument handling

• Benefit categories, argumentation foci
• Understanding the expected demands corresponding to a certain type of behaviour
• Types and reasons for objections
• Objections to price

Critical negotiating situations

• Recognising threats
• Avoiding procrastination
• Defending your position
• Managing incentives
• Negotiation tactics: opening, middlegame and endgame tactics

Specific negotiating situations

• Preparing for the exercise
• Presentation of the negotiating situation
• Feedback, (self-)evaluation
• Development advice

On an individual level, shadow coaching offers an opportunity to further develop the skills learned during the training, during which the coach observes the participant in several concrete negotiation situations. The participant will then receive personalised feedback, reinforcement and specific tips for any points of difficulty.