Excelência em Negociação, Coaching Executivo e Poder Pessoal

Negociação Total: Os Fundamentos e Práticas da Excelência

Negociação Total: Os Fundamentos e Práticas da Excelência

Negociação é uma competência da maior relevância para qualquer pessoa, entre outras coisas, porque passamos mais de cinquenta por cento do nosso tempo negociando. Negociamos em todas as áreas da nossa vida, ou seja, pessoal, profissional, familiar e social. Assim, é básico conhecer e dominar os fundamentos e práticas que levam ao sucesso qualquer negociação. Existem muitas modalidades de negociação como joint-ventures, solução de conflitos, compras, vendas e gerenciais, que são as negociações internas que ocorrem em qualquer empresa ou organização. Assim, negociação está entre as competências indispensáveis para pessoas, empresas e organizações que querem ter sucesso.

Pontos abordados

  • Negociação: O processo é a espinha dorsal do sucesso
  • As várias modalidades de negociação: solução de problemas, barganha agressiva, barganha suave e barganha intermediária
  • Como identificar e escolher a modalidade de negociação que leva ao sucesso em cada caso
  • Conhecendo os caminhos que levam ao Ganha/Ganha e os que levam ao Perde/Perde
  • Uma visão total das condições necessárias para o sucesso. As 5 dimensões do MIN – Modelo Integrado de Negociação
  • As 7 etapas do processo de negociação
  • Os 4 estilos comportamentais de negociação
  • As táticas éticas e as não éticas
  • Identificar e alertar para as armadilhas das táticas não éticas
  • Quem não leva a sério a preparação de algo está se preparando para o fracasso. Os modelos consistentes para a preparação de uma negociação: a Matriz de Preparação e a análise de risco
  • Como desenvolver as competências indispensáveis para ser um ótimo negociador

 

Nota: Nos treinamentos in company de 16 horas poderão ser acrescidos outros temas conforme as necessidades dos participantes

 

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