Negotiation

Learn the key competitive and collaborative negotiation techniques internationally used by successful negotiators.

Macrosolutions provides the training that will empower students in the negotiation techniques subject, allowing a better understanding of the dynamics involved in the business relationships and enhancing the negotiation’s positive results.

Scope of work

  • Understand the importance of the negotiation
  • Distinguish the negotiation competitive mechanisms from the collaborative ones
  • Plan to negotiate in a competitive way
  • Create strategies to aggregate value
  • Alternate and use "hard", "soft" and "analytical" approaches
  • Understand the different cultures’ influence in the negotiation styles
  • Establish an effective rapport
  • Be familiar with the personal strengths inventory through the SDI
  • Apply the Myers Briggs Type Indicator (MBTI) and the Jung’s preferences in the negotiation
  • Understand the game theory’s influence in the negotiation
  • Convert positions into interest during the negotiation
  • Assess and understand the complex negotiations involving different levels of power and multi-stakeholders
  • Identify and manage persons and hard personalities in the negotiation

Fact sheet

Estimated duration

16 hours

Target audience

Executives, project managers, Departments Managers, Buyers or anyone interested in negotiations.

Requirements

None

Languages

Portuguese, English and Spanish.

Number of PDU Provided

16

Professional Development Units (PDUs) are the measuring units issued by the Project Management Institute for the credential holders.

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