Business negotiationsWorkshop

• How to start, conduct and close negotiations in business.

• Learn the principles of effective preparation for the negotiation process to avoid making mistakes.

• How to build relationships in negotiations, regardless of the conversation and behavior of the other party.

• The participant will gain practical knowledge on the application of the most effective negotiation techniques

Join us, today!

530 755 339 ewa.rokicka@bmspolska.pl

Warsaw, 25 - 26 November 2019

Kurs

Time of workshop

2 days

Educational Goals

• How to start, conduct and close negotiations in business. • Learn the principles of effective preparation for the negotiation process to avoid making mistakes. • How to build relationships in negotiations, regardless of the conversation and behavior of the other party. • The participant will gain practical knowledge on the application of the most effective negotiation techniques

Business Goals

The participant :• applies after the training, in his everyday negotiation practice, the most effective negotiation techniques • is able to efficiently conduct advanced business negotiations. • is able to effectively negotiate with various interest groups. • can influence, recognize whether it is an object of manipulation and resist attempts manipulation, using effective anti-manipulation techniques. • can manage conflict during negotiations • he knows his strengths and weaknesses, which practically allows him to draw directions for individual development

Program

The subject of the workshop are advanced negotiation skills necessary in many professional situations, both in the company's activities and in external contacts. The result of correctly carried out negotiation is to achieve an agreement that is beneficial to everyone involved in the process. During classes we will deal with issues related to manipulation in the negotiation process (and not only). They will be in the seminar presented elements of "savoir vivre" of negotiations, including how to start meetings, what elements they should contain and how to finish the negotiations in a good way. Particular emphasis will be placed on the social aspect (human factor) of the negotiations and the methods of working out a consensus, understanding over divisions in the spirit of win / win - so that each side (two or three) had an impression - a sense of winning.

The benefits of the training are practical and useful in everyday work. The number of practical examples and descriptions of real-life situations used during the meeting by the trainer determines the quality of the program.

The BMS company showed full professionalism in the preparation of conferences for the pharmaceutica industry. The topics addressed and the invited speakers fully responded to the participants' needs. This was

confirmed by a substantive discussion. I would recommend! Adrianna Tomasik, PR Manager - Gedeon Richter Polska

Kurs

First day

1. Review of negotiation strategies and techniques. 0.5h

1.1. Benefits and threats of each method. Choice of strategy and possibilities of their application. Advanced use - help and hint

Exercise - work in subgroups - discussion

1.2 Win / Lose 1.3 Consequences

2. Proper preparation as a condition for the success of the negotiation process. 1h

2.1. Time - good organization. 2.2. People - resources of the organization and the opposite party. 2.3. Relationships - with parties.

3. Features and advanced skills of a good negotiator.

3.1. Game - how to overcome stress? 3.2. Art. 3.3. Strength of 4 seconds and breaks.

4. How to negotiate? Part I. 1.5h

Exercises - workshops - scenes

5. Am I an effective negotiator? 15min

Test of individual negotiating skills Exercise

6. Influence and manipulation. 0.5h

6.1. Mechanisms of exerting influence. 6.2. Influence and manipulation. Discussion What, in your opinion, is the difference between exerting influence and manipulation?

I was happy to participate in a business meeting for the pharmaceutical industry. The meeting was great organized, both in terms of content and organization. Opportunity to exchange experiences, discussions and

consultations with various specialists in the industry. Anna Austen-Palicka, Radca Prawny (owner) - Kancelaria Radcy Prawnego Anna Austen-Palicka

Kurs

7. Techniques, tools, methods of exerting influence and manipulation. 1h

7.1. Applying policies / rules: 7.2. The rule of contrast 7.3. The consistency rule 7.4. The principle of reciprocity 7.5. The principle of social proof 7.6. Inaccessibility rule 7.7. The rule of sympathy 7.8. Principle of authority 7.9. Demonstration 7.10. Imitation 7.11. The effect of priority and freshness 7.12. NEGOTIATING TECHNIQUES AND INFLUENCE TECHNIQUES 7.12.1. Learning 12 techniques 7.12.2. How to defend against them? Exercise - examples

8. "Power of destruction". 15min

8.1. Authority and obedience. 8.2. The art of self-presentation. 8.3. The role of self-esteem.

9. Overcoming difficulties in negotiations. 0.5h

9.1. What are the reservations? 9.2. And what if someone has a different opinion? 9.3. The "magic" sentence ... 9.4. No, not anymore!

10. Manipulation - consequences Test of ability to predict human behavior in handling situations 15min Exercise

A very interestingly prepared pharmaceutical meeting. Interesting presentations of the speakers, competent

participants. Very nice atmosphere and place of the conference.

Grzegorz Kobyłczyk, Director Marketing – UniPhar

Kurs

Second day

1. How to negotiate. Part II. 2h

Exercises - workshops - scenes.

2. Verbal communication, not verbal communication, body language in negotiations 2h

2.1. Communication - content and message 2.2. Communication channels 2.3. Assertive art of listening 2.4. Forms of communication 2.5. Good first impression, rule: 4 '20 2.6. Active listening 2.7. Verbal communication - Ask open and closed questions 2.8. “Why” is it more important than “what”! 2.9. Paraphoresis technique, errors, 3 functions 2.10. Non-verbal communication, and the subconscious 2.11. Body speech x 14 2.12. Distance 2.13. Management of space 2.14. Voice intonation

3. Workshops summarizing classes. 2h

scenes Part III from conducting a negotiation talk using elements of influence.

4. Summary and ending. 0,5-1h

Optional: Filling in the Individual Implementation Action Plan

The BMS company is full of professionalism in the preparation of training and conferences. Both topics and speakers they were perfectly matched to the issues discussed. I will be happy to use training or presence at

conferences organized by BMS in the future

Marta Barecka, Director Coustomer Marketing – CF Hasco-Lek

Trener

BMS Polska Group Sp. z o.o., ul. Młynarska 42/115, 01-171 Warszawatel.: +48 22 412 50 62 fax: +48 22 412 50 61e-mail: info@bmspolska.pl, www.bmspolska.pl

Krzysztof Stefaniak

Krzysztof gained experience in conducting Acion Learning sessions working in international corporations and Polish enterprises such as Telewizja Polska, Ministry of Labor, Asseco Poland, Nestle, Tele 5, and Macrosoft . Since 2006 he has been working as a trainer and consultant cooperating with such clients as PwC Poland, PKN Orlen, Ministry of Finance, Samsung, Bridgestone, Dachser , Inditex. The first training workshops conducted by him took place in 1994 and since then Krzysztof has developed his skills in training and consulting work with high-level management staff. During his professional career as a Human Resources Director, he conducted many coaching workshops , Action Learning and facilitation with managers at all levels of management. Krzysztof's important asset is knowledge and a perfect understanding of the functioning of corporations and the communication processes existing in it.