Negotiation Skills: Internal company negotiations


Zoran Kostovski & Ranko Bezar, 20-21.6.2012, M6 Educational Centre

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Workshop overview

Negotiation is a technique of discussing issues among one selves and reaching to a conclusion benefiting all involved in the discussion. It is one of the most effective ways to avoid conflicts and tensions. When individuals do not agree with each other, they sit together, discuss issues on an open forum, negotiate with each other and come to an alternative which satisfies all. In a layman’s language it is also termed as bargaining.
Negotiating is a key process in leadership, conflict resolution, and change management at every level of the organization. The purpose of the training is to improve the abilities of the participants to analyze, prepare for, and practice win-lose, win-win, dialogic, and third party negotiating methods as appropriate.

Who Should Attend

Managers, sales staff, financial intermediaries, human resources and all staff that are involved in negotiation scenarios within a company.

How will you benefit?

· Few people understand the structure, techniques and approaches available to them as they seek to positively influence an outcome. This hands-on training gives you a step-by-step guide to effective negotiation. You will identify the problem, understand it from the other party’s perspective, generate alternative solutions and select a solution that benefits both sides. All parties need each other to achieve their goals. Negotiation focuses on solving the problem and closing the gap between what both parties want.

Day 1 (20.06.2012)

11:00 – 11:30 Registration and Coffee

11:30 – 13:00 Module 1
· Introduction: What is negotiation?
· Define the basic concepts of Negotiation, Importance of Internal Company Negotiations
· Negotiation Deadlock
· Negotiation Stages – Identify the stages of a Negotiation
· Use appropriate behaviors in each of the stages
· The Art of Emotional Intelligence in Negotiation

13:00 – 13:15 Coffee Break & Snacks

13:15 – 14:45 Module 2
· Planning your negotiation
· Persuasion – Applying the persuasion process
· Exercise: Negotiation tactics
· Negotiation Case Study

Day 2 (21.06.2012)

11:00 – 11:30 Registration and Coffee

11:30 – 13:00 Module 1
· Effective internal negotiation, Learning to Identify and Develop Alternatives that Lead to a Win-Win Solution
· Communication – How to adapt your communication style to maximize the results of negotiations
· Identify steps and techniques for choosing appropriate communication methods

13:00 – 13:15 Coffee Break & Snacks

13:15 – 14:45 Module 2
· Creating a good negotiation environment within organization
· Successfully apply the principles of persuasion to any negotiation situation
· Exercise

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Zoran Kostovski
Zoran Kostovski is a management consultant and trainer in Motiva. He has over 20 years experience in the country and abroad, both in the public and private sector. Through the APTEA program of the Australian government, he finished postgraduate studies in management (GCBA) in the University in Melbourne, Australia and has worked in Sydney for APTEC Australia, a highly ranked management consultancy company with its own institute for management. As their consultant, Zoran has participated in conducting many seminars across Australia and in other countries, with the intention to improve the management in all levels of management in the companies.
Zoran has participated in the World Productivity Congress in Santiago, Chile; on a seminar for negotiation in Paris; on the Conferences of the European Council for Business Education in Madrid, Geneva, Paris, Hague and Moscow; on seminar for people development in New York; seminar for communication skills in Milan; seminar for customer service and care in Australia and many other trainings, seminars and conferences.
With the opening of the Australian Consulate in Skopje, since May 1998 he was appointed as Honorary Consul of Australia. Since August 1998 he was appointed as Austrade Trade Consultant.
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Ranko Bezar
Ranko Bezar works as a management consultant and trainer in Motiva. He has over 16 years work experience completely devoted to management training and consulting in the some of the most successful companies in Macedonia. He has advanced his knowledge in the field with specializations in Frankfurt, Mannheim, Waldkrich- Germany through a management program with courses and visits to the most successful German companies. He has also attended a training program with seminars for human resource development in Switzerland; specialization for managers and executive managers with a special emphasis on development of human resources in Athens, training for entrepreneurship and management by the Bled School of Management; specialization for training for Corporate Management in Osaka, Japan with visits to Panasonic and Toyota. He is also a certified sales trainer of Coca Cola.
As trainer and consultant in Motiva he is engaged in the design and delivery of the trainings in the field of management skills, communication skills, team work, employee motivation, change management, leadership, time management, sales skills and customer satisfaction, and in providing consulting services in the field of selection and recruitment, performance management and organizational culture surveys.
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