The Human Face of Negotiation – CMI Interser

NEGOTIATION

The Human Face of Negotiation

Virtual or in-person option

New paradigms of influence and persuasion.

Good negotiators have a method. The excellent ones also deal with the human face of negotiation.

Content

The origins of differences: Perceptions, maps, territories and the ladder of inferences.
The power of the question: What, how and when to ask and the meta-language model in action.
What to look for when observing: Behavioral signs,
profiles and meta programs.
How to generate empathy: Rapport and the art of generating harmony and trust.
Pillars of success: Clear goals, flexibility and perceptive acumen.

Benefits

Identify and practice
Domains and skills of great negotiators.
Develop the ability to observe the main signs of behavior.
Learn how to ask questions and explore your interlocutor’s “mental map”.
Develop flexibility to present ideas based on the partner’s profile.
Know and practice the
Keys to generating a climate of credibility and trust.

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