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Nº Horas: |
20
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Titulación: |
consultar |
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Bolsa de Trabajo: |
Este curso no tiene bolsa de trabajo |
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Salida Laboral: |
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consultar |
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Objetivos: |
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• To learn the procedure for carrying out a negotiation in an international context both efficiently and with confidence
• To apply methodology for the key negotiation stages: planning, preparing, executing, and close
• To identify and develop the skills of a good negotiator in an international context
• To use strategies for overcoming barriers and obstacles
• To identify and manage conflictive people and difficult situations
• To apply body language and non verbal communication techniques
• To be able to defend yourself when faced with non-constructive tactics and to employ constructive methods
• To acquire the linguistic tools for participating confidently in a negotiation.
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Metodología: |
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consultar |
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Programa: |
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1. Defining the necessary skills for international negotiations
- Introduction to negotiation types
- Definition of the necessary skills that lead to win-win negotiations
- Negotiation skills aptitude test
2. Stage I of the international negotiation process: Preparation
- Preparation resources
- Introduction to and application of the preparation diagnostic
- Research strategies and question forming techniques
3. Stage II of the negotiation process: Setting limits and formulating alternatives
- Introduction to the criteria for setting limits
- Application of the diagnostic for formulating alternatives
4. Verbal and non verbal communication techniques
- Definition of positive communication techniques
- How to defend oneself against non-constructive communication techniques
- Non verbal communication
5. Linguistic Workshop: the key points for negotiations
- Modifying grammar and vocabulary in order to persuade
- Expressing cause and effect
- Choosing vocabulary for differentiating between direct, indirect, formal, informal, constructive and
non constructive communication
6. Stage III of the negotiation process: Overcoming obstacles and barriers
- Identifying types of obstacles and barriers
- Application of the diagnostic for identifying your strengths and weaknesses
- Survival techniques for managing difficult people and situations
- Identification of constructive negotiation strategies
7. Stage IV of the negotiation process: Closing the agreement
- Identifying the criteria for the opportune closing moment
- Application of the diagnostic for predicting potential difficulties after the agreement and adjusting
conditions accordingly
- Introduction to the procedure for closing the agreement
- Introduction to strategies for combating last minute obstacles
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Requisitos de acceso: |
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Professionals with an intermediate level of English (above 500 TOEIC) and who need to improve their negotiations skills in an international context. If a participant has not taken the TOEIC level test, an alternative oral and written level test will be given prior to being accepted onto the course. |
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Observaciones: |
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Dates:
26-28 March 2008
27-27 June 2008
05-07 November 2008
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