"It's not enough to have your own opinions, you have to be able to explain them to the others" – Noel M. Tichy, "The Leader or The Art of Leading".
We invite you to discover together with us how we can approach a win-win attitude during a business negotiation and the importance of an assertive communication in a negotiation.
Together with negotiation specialists who will be our guest-speakers, we will discover practical ways of negotiation for real business situations.

• Why and who do we negotiate with?
• Premises of a successful negotiation
• Elements of a negotiation process
• Styles and strategies of negotiation
• Organization's needs as well as my needs, together with the other party's needs – where do we find common points?
• Market research
• My situation, the competition's and the negotiating party's needs
• Initiating business contacts
• Establishing the objectives
• The premises of presenting the negotiation positions, argumentation and strategies used
• First line objectives – maximum result
• Last line objectives – minimum result
• "Exchange" elements
• The alternative – "The best alternative in a negotiated contract"
• Dealing with compromise and refusal
• Solving and treating dilemmas in a negotiation
• Frequent behavioral patterns seen in the negotiating process

• Understand a negotiation process
• Prepare a negotiation process
• Manage the negotiation process, by choosing the adequate negotiation strategy
• Identify and eliminate the interferences in the negotiation process
• Evaluate your own negotiation style
• Prepare the negotiation process for a real given case