Excelência em Negociação, Coaching Executivo e Poder Pessoal

Excelência em Negociação

 

 

EXCELÊNCIA EM NEGOCIAÇÃO: FUNDAMENTOS E PRÁTICAS

 

  1. APRESENTAÇÃO

Passamos grande parte do nosso tempo negociando. Negociamos em todas as áreas da nossa vida e isto significa que o sucesso de pessoas, empresas e instituições está profundamente relacionado à forma como se negocia. Negociação é o processo de se alcançar objetivos através de um acordo. Assim, sempre que alguém tiver um objetivo e só puder alcançar este objetivo através de um acordo, um pacto, uma combinação, vai ser preciso negociar. Portanto, negociação é uma competência fundamental quando se pensa em termos de objetivos e resultados.

Também é importante realçar que, por um lado, conhecer os fundamentos da negociação e a forma correta de aplicá-los em cada contexto e situação é uma competência indispensável para quem visa resultados de qualidade superior. Por outro lado, deve ser ressaltado que quem conhece os fundamentos que levam ao sucesso numa negociação, conhece os fundamentos do que leva ao sucesso em qualquer atividade da vida.

 

  1. OBJETIVOS

 

  • Desenvolver competências e habilidades para fazer face a qualquer tipo de negociação, sejam elas simples ou complexas
  • Entender a negociação como um processo composto por sete etapas e constituído por estratégias e táticas de informação, tempo e poder
  • Se preparar muito melhor para obter resultados expressivos
  • Identificar e praticar formas de lidar com os elementos cruciais da negociação, entre eles, os estilos comportamentais de negociação, bem como as formas de tratar com impasses e fazer concessões
  • Conhecer todas as condições necessárias e suficientes para que se tenha sucesso em qualquer negociação, sejam elas ao nível estratégico, tático ou operacional.

 

  1. A QUEM SE DESTINA: PÚBLICO ALVO

 

  1. O curso é voltado para Executivos, Diretores, Gerentes e Supervisores de todas as áreas e atividades de uma organização, importando em negociações externas e internas, aos níveis estratégico, tático e operacional.
  2. A todos os que necessitam, em decorrência de suas funções, conhecer os procedimentos e técnicas avançadas de negociação.

 

  1. CONTEÚDO PROGRAMÁTICO

 

 CONCEITOS E ENFOQUES DE NEGOCIAÇÃO

  • O que é negociação. Identificando todas as condições necessárias e suficientes para o sucesso
  • Os pecados capitais do negociador. O que não fazer ao negociar
  • As formas e tipos de condução de negociações: Solução de problemas e Barganha Agressiva, Suave e Intermediária
  • Os desfechos de uma negociação e a relação Ganha/Ganha e Ganha/Perde;
  • Como converter Barganha de Propostas em Solução de Problemas
  • O MIN – Modelo Integrado de Negociação: identificando e relacionando todos os aspectos relevantes para o sucesso em qualquer negociação
  • Identificando os três cenários de uma negociação
  • Entendendo a negociação pela ótica de todas as partes envolvidas
  • As três competências de negociação: Individual, Equipe e Organizacional
  • O que é Competência Organizacional de negociação e qual a sua importância
  • Negociar sozinho ou equipe? O que fazer para negociar bem em equipe

 

TECNOLOGIA DE NEGOCIAÇÃO

  • As sete etapas do processo de negociação
  • Definindo os objetivos desejáveis e os limites. A ZAP – Zona do Acordo Possível
  • A importância da MADI: Melhor Alternativa Disponível em Caso de Impasse
  • Como preparar uma negociação: Entendendo as nove dimensões da Matriz de Preparação e a análise de risco
  • Estratégias e táticas ativas e defensivas de informação, tempo e poder
  • As táticas éticas e as não éticas
  • Como montar estratégias e táticas. Os quatro passos
  • Impasses. Como superar dificuldades, antagonismos e conflitos e encontrar soluções de nível superior
  • Negociação e tipos de conflitos. Cinco estratégias para lidar com conflitos
  • Concessões: como conceder sem comprometer o essencial
  • Como obter concessões identificando as verdadeiras e as falsas objeções
  • O fechamento do acordo. Como garantir a implementação. A negociação só acaba quando o acordo for cumprido
  • Os casos de renegociação

  

A REALIDADE INTERNA DOS NEGOCIADORES: O JOGO INTERNO DOS NEGOCIADORES

  • A importância dos estados mentais e emocionais para o desfecho de uma negociação. As emoções nas negociações
  • A capacidade de superar adversidades e aproveitar oportunidades
  • A inteligência/competência para tratar com as emoções
  • O jogo interno da negociação: porque negociadores competentes podem cometer grandes erros
  • A força da auto motivação e da paixão por vencer
  • As crenças de poder e a consecução de objetivos

  

INTEGRAÇÃO: TECNOLOGIA DE NEGOCIAÇÃO, HABILIDADES DE RELACIONAMENTO, CONHECIMENTO DO NEGÓCIO

  • Desenvolvendo o papel e as habilidades do negociador
  • Plano de Ação

 

  1. METODOLOGIA

 

A metodologia é dinâmica e participativa e baseada:

1) na Aprendizagem Vivencial da University Associates, com base em casos, simulações e jogos de negócios.

2) No livro Negociação Total e no e-book Excelência em Negociação

 

O balanceamento teoria/prática é de 20/80. Após cada atividade prática, haverá análise da condução das negociações e do que poderia ter sido feito para atingir melhores resultados.

Poderá ser efetuado um pré-diagnostico para adaptação do conteúdo do programa às necessidades específicas dos participantes.

 

  1. CARGA HORÁRIA                                                                                            

 

O curso terá a duração de 16/24 horas.

 

  1. PROFESSOR – JOSÉ AUGUSTO WANDERLEY                                                                                                  

 

Consultor e professor em Negociação, Liderança, Desenvolvimento de Equipe e Coaching.. Master Practitioner em Programação Neurolinguística e formação internacional em coaching pessoal e executivo, mestrado em Engenharia Industrial, extensão em Organizational Behavior and Development.  Participação em workshops conduzidos por Roger Fisher e William Ury, criadores do Projeto Harvard de Negociação, Michael Hall da International Society of Neuro-Semantics, Theodore Levitt, Stan Rapp, Philip Crosby, William Conroy, Lawrence Milles, William Ouchi, J.F. Beardsley, Robert Summers, John Jones, James Clemence, John Sculley, Karl Albrecht, Al Ries.

 

Já conduziu mais de 1.000 Seminários para mais de 30.000 participantes em empresas e instituições como Petrobras, Vale, Furnas, Águas do Brasil, TSE Nestlé, Rhodia, DuPont, AmBev, Aracruz, BNDES, FINEP, Banco Itaú, Bradesco, Caio, Bayer, Coca-Cola, Embratel, HSM, INAp – Instituto de Neurolinguística Aplicada, Ibmec, Fundação Getúlio Vargas (Escola Interamericana de Administração Pública e Escola de Pós-Graduação em Economia), Firjan, Faculdade Cândido Mendes (CPGE – Centro de Pós-Graduação e Extensão), UNIRIO, IBAM, Henkel, Módulo, Volvo, Shell, Tess, Petróleo Ipiranga, Usiminas, Universidade Algar, White Martins, TV Globo e Globosat.

 

Palestrante, entre outros, no I, II, III e VIII Congressos Latino-Americano de Programação Neurolinguística, III Simpósio Internacional de Coaching, 1º Congresso Nacional de Terceirização e Gestão de Serviços, 13º Congresso Nacional de Remuneração e 35º CONARH ABRH.

 

 

Autor do livro Negociação Total, 25ª edição, indicado no site da Exame como um dos melhores livros para quem quiser negociar. Autor dos e-books O Poder de Vencer e Excelência em Negociação. Colaboração no livro Negociação: Tecnologia e Comportamentos, COP Editora. Artigos sobre Negociação, , Desenvolvimento de Equipe e Liderança, publicados no Globo, Jornal do Brasil, Estado de São Paulo, Tendências do Trabalho, T&D – Treinamento & Desenvolvimento, VendaMais, Melhor, Profissional &Negócios e em vários sites da internet.

 

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