THE HUMAN FACE OF NEGOTIATION

Upcoming workshops

THE HUMAN FACE OF NEGOTIATION PROGRAM

About the Workshop

Purposes

In the most diverse scenarios and in the current context, more than ever, people and organizations need to differentiate themselves and obtain better results in the long term, counting on the ability to communicate, persuade and build relationships.

Leading, negotiating, persuading, connecting and inﬂuencing are the different forms that the verb communicate takes. No relationship is possible without communication. It is an indispensable skill, resource and vehicle.

It is not possible to influence and persuade if we are not able to know ourselves first and observe, explore and understand others. Only by putting ourselves in someone else’s shoes can we generate the empathy and trust necessary to influence and lead.

It is possible to lead processes, points of view, moods, emotions or decisions. When we talk about persuasion, we are referring to a process in which “one person influences another, in a system and through a relationship.

Both professionally and personally, to undertake the task of negotiating and influencing others, you need to have resources and skills to:

General objectives

Ability for self-observation and self-knowledge;
Openness, curiosity and resources to listen, observe, explore and get to know the world of others;
Flexibility, skills and tools to build bridges, communicate, generate trust, build relationships and persuade.

Specific objectives

Deepen the path of self-knowledge.
Develop the capacity for self-observation and self-control.
Put yourself in a meta position to look at yourself and the negotiation as if you were on “a mezzanine”.
Identify and practice the skills and abilities of great negotiators.
Train and develop sharp eyes and ears to observe and listen to others.
Knowing what, how and when to ask to explore the interlocutor’s mental map.
Distinguish profiles and styles to adapt communication to the correct extent.
Have techniques to put yourself in someone else’s shoes and understand their perspective.
Develop skills and flexibility to follow “the world” of others and thus generate empathy and trust.
Enhance the ability to persuade.

Thematic Scheme

Who is in charge?
A practical theory of personality.
Motivation and recognition: “caresses”
Existential positions, “I’m fine, you’re fine”.
Dealing with your own emotions and those of others.
Efficacy and elegance: structuring time and life.
Psychological games: action roles, movements and consequences.
Destination of people and organizations:
Setting and achieving goals in your different roles.
Sharing experiences with the HNP Model
Staging: Filming of participants negotiating
Competence and skills to negotiate and lead
What to observe when observing?
How to generate Empathy?
The Metaprograms
Diagnosis and troubleshooting
A systematic preparation tool
The sources of our differences
The power of the question
Excellence
The “other’s place”

Information

Language

The workshop will be conducted in Portuguese and there will be simultaneous translation (Portuguese) when taught in another language.

Materials

The materials used in the activities will be in Portuguese delivered at the time of accreditation.

Certificate

Certification for participation in the course will be granted by CMI Interser, including immersion in the Advanced Executive Education Program of Workhsop The Human Face of Negotiation in Punta del Este – Uruguay.

Registration and Accommodation

The cost includes registration, certificate of participation, study material, coffee breaks, welcome cocktail and closing lunch.

Does not include air tickets, accommodation, living expenses.

PAYMENT in dollars (US) via SWIFT | INVOICE.

Installment via international credit card

Places will be reserved upon payment of the indicated registration fee or the full cost of the workshop.

Direct flights to Punta: Always on Sundays and Thursdays, leaving from São Paulo.

Flight and accommodation costs are not included in the price.