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The Neuroscience of Negotiation and Influence
overview

No matter your role, you need to be a strong negotiator. Negotiations play out not only in verbal exchanges, but also in the complex biases and psychological tendencies that underpin our responses. Mutually beneficial outcomes require an understanding of how these principles work.

This unique 3-day course includes all you need to know about Negotiation, and the Neuroscience of Human Behaviour and Influence Techniques during the negotiation process. Participants will learn proven tips and strategies to negotiate effectively, critical planning and preparation skills, communication and rapport building, and ways to overcome objections from the other side. Plus; powerful NLP techniques to master body language, eye movement reading, psychology of influence, and the ability to  instantly recognize decision making/ buying/ selling patterns.

The course also covers negotiating styles of different cultures and how to deal with them.

course details
COURSE DURATIONLANGUAGECERTIFICATE
3 DaysEnglishDISS Certificate
 *Please notify us if an interpretation is required 
course benefits/progression opportunities
Course objectives
  • Understand the critical issues and Neuroscience of behavioural patterns that influence the outcome of a negotiation process by using NLP Techniques.
  • Master effective negotiation skills and maximize value in negotiations.
  • Negotiate with confidence using anchoring and develop greater negotiation consciousness.
  • Apply the proven negotiation concepts/theories in the real world coupled with NLP techniques.
  • Develop an effective negotiation strategy that is flexible and appropriate in various circumstances.
  • Produce a legally binding contract that incorporates all of the negotiated terms and conditions.
course outline
Module 1 – NLP BasicsModule 2 – Negotiation Skills BasicsModule 3 – Practical Negotiation FrameworkModule 4 – Relationship Building in Negotiations
  • Introduction to NLP
  • NLP as the Process
  • NLP in a nutshell – 3 minutes NLP
  • Rapport Building Techniques
  • Sensory Acuity and VAK modelling
  • The nature of negotiations – opportunities and dangers
  • Critical components underlying the negotiation process
  • Understanding what drives the other party – NLP VAK patterns
  • Success and failures in negotiations – Win Win Mode
  • WAP, WATNA, BATNA
  • Seven elements to successful principled negotiations
  • Negotiating with confidence using NLP Anchoring Process
  • Tools for strengthening negotiation positions
  • Guidelines for negotiating in different situations
  • Four types of people
  • 3 major representational systems in decision making
  • Building good negotiation relationships
  • Elements of dealing with differences
  • Reciprocity as a relationship-building strategy
  • Building instant rapport with NLP to your advantage
Module 5- Body Language and Eye MovementsModule 6 – Negotiation ParadigmsModule  7 – Tactics for Handling Difficult NegotiatorsModule 8 – The Power of Preparation
  • Non-verbal language mastery  – body language
  • Para-verbal language mastery – voice
  • How to recognize a nervous negotiator from body language
  • How to give a confident impression with body language
  • Reading eye movements (patterns) and what they mean with NLP
  • Recognizing different systems of negotiations
  • Hard positional bargaining
  • Choosing a system: pros and cons of different systems
  • Principled negotiation dynamics
  • Handling difficult negotiators and situations
  • Neutralizing hardball tactics
  • Changing the game: keeping difficult negotiators at bay
  • Using silence as a negotiation tool – with NLP
  • Why preparations are so important?
  • Why negotiators are often unprepared?
  • A systematic approach to preparation
  • The 7 elements approach to preparation
Module 9 – The Art of NegotiatingModule 10 – Cultural Differences in NegotiatingModule 11 – Negotiation Action Plan
  • Getting ready to negotiate
  • Using and countering major strategies
  • Getting what you need
  • Effective listening skills for negotiations
  • Questioning skills for negotiations
  • Controlling negotiation climate using NLP techniques
  • Breaking negotiation deadlocks
  • Negotiation styles of different cultures
  • Essentials of international business etiquette
  • Things to watch out with certain cultures
  • Evaluating negotiation skills
  • Personal action plan for successful negotiation
  • Creating lasting commitment
  • Recognizing and developing negotiation styles
COURSE TYPE: CLASSROOM
DATETIME
11 Oct 20208:00 – 14:00 (QATAR)
 9:00 – 15:00 (OMAN)

 

TESTIMONIAL

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Meet THE INSTRUCTORS
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