Negotiantion Skills in English
Durata: 8 ore
Calendario 12 e 19 febbraio 2026
Sede: FAD (Formazione a distanza)
Costo: gratuito - finanziato da Ebiter Milano - Ente bilaterale per lo sviluppo dell'occupazione delle professionalità e della tutela sociale nel settore Terziario della Provincia di Milano
Partecipanti: max 10 persone - Dipendenti di aziende associate Asseprim di Milano e provincia in regola con i contributi Ebiter.
Aspetti tecnici:
Negotiantion Skills in English
Negotiation is a means of obtaining what we want in situations where the other party has common and divergent interests. Negotiation occurs when two or more parties or groups work to reach a mutual agreement. Negotiation is not about winning or losing, but rather about eliminating differences between the parties in an effort to reach a solution that generates added value and mutual satisfaction.
This course is intended for anyone involved in negotiations with people and groups whose styles, attitudes, habits, methods, and perceptions differ from our own.
The first day will cover theories and strategies/dynamics in simple and complex negotiations, as well as negotiation techniques for sales.
On the second day, participants will explore the most effective negotiation styles and tactics. The second day will also cover strategies, body language, emotion management, and communication and relational strategies.
Docente
Aaron Gordon
Course Objectives
- Develop effective negotiation skills.
- Build awareness and a constructive/creative attitude in simple and complex negotiations.
- Provide the tools and techniques necessary for successful negotiation.
- Identify ways to plan, conduct, and replan negotiation strategies.
- Provide opportunities to practice negotiations as part of a team.
- Approach negotiations with confidence and manage communication/negotiating styles.
Course Contents
- Negotiation Skills in Sales – The 10 Rules of the Expert Negotiator.
- How to establish limits, terms, and expected results in a negotiation.
- The 3 Phases of Negotiation – Initial Position, Fallback Position (Minimum Acceptable), and How to Find a Common Position.
- The Preparation Phase – Setting Specific Objectives, Establishing Your Power in the Negotiation, Possible Scenarios, and Creative Conflict Resolution.
- What is an Optimal Agreement and How to Get It – The Harvard Negotiation Method for Win-Win Resolution.
- Negotiation and Creative Conflict Management – A Model of 5 Negotiation Types and Strategies (Thomas and Killmann).
- Approaches Avoided by Expert Negotiators.
- Emotional Management, Body Language, and Creative Conflict Management – How to Handle Negotiations and Difficult People.
- Negotiation and Communication Styles – What's Your Negotiation Style?
