Negotiation

Objective

Participants will be able to use their abilities better in a negotiation process

Secondary
Objectives

Participants will learn some techniques for negotiation

Participants will rehears their negotiation skills

Participants

Duration

Background
Optimal number
Preferred training
beforehand
Preferred training
afterwards
215

Logistic
requirement
s
Information
Sources:
Created by:

Cookie & Dragos P

20
Room organization

Structure
Time

Modul Name

Objectives and goals for the module

15

Intro

Participants will get to know the trainers; the trainers will get to know what the participants expect

25

Basics

Participants and the trainers will build a definition of negotiation; also, they will find some main
characteristics

25

Stages

Participants will know the stages of a negotiation

40

Techniques

Participants will know some techniques of negotiation

10

Break

Participants take a fresh breath of air

20

Types of persons

Participants will get to know the types of persons that they can meet

70

Practice

Participants will practice what they have just learned

10

Wrap Up

The trainers will underline the main ideas of the training

Total time: 215

Intro
Description

Time

- GTKEO ( Participants are asked to pick 2 different

candies and to say something for each color)
Expectations

15
Responsible
Cookie & Dragos P
Logistics
A bag of candies, 1 FC,
2 Markers of different
colors

Basics
-

Description
We ask the participants to write down their own definition of negotiation
We will build a definition from their answers
We will tellem the definition weve found
We will talk about the answers and we will take a conclusion about the right
definition
The elements that are implicated in a negotiation : knowledge,
interpersonal skills and attitudes

Time
25
Responsible
Cookie & Dragos P
Logistics
30 post-its; pens; 4 FC;
2 Markers of different
colors

Stages
-

Description
We will talk about the 6 stages in negotiation:

Time
25
Responsible

Cookie
-

Logistics
2 FC; 2 Markers of
different colors

Preparation

Discussion

Clarification of goals

Negotiate towards a Win-Win outcome

Agreement

Implementation of a course of action

Techniques
-

Description
4, 5, 3, 9, 10, 13, 19, 33, 30, 6

Time
40
Responsible
Dragos P
Logistics
2 FC; 2 Markers of
different colors

Types of persons

Description
- We present the 4 types of persons that we can meet in the
business field

Time
25
Responsible
Cookie
Logistics
1 FC; 2 Markers of
different colors

Practice
-

Description
We have the two games that we prepared

Time
70
Responsible
Cookie & Dragos P
Logistics

Wrap - Up
Description

Time
10

Q&A

- We underline the main ides

We check the expectations

Responsible
Cookie & Dragos P
Logistics