Negotiating is quite a difficult task!
Moving from mere negotiating experience (knowing what has worked in the past) to specialization in negotiation (knowing why did it worked) is not an easy task, but it is critical for those who wish to overcome obstacles and achieve negotiating results of excellence.
However, is experience enough to make us expert negotiators? If so, experience should have a good answer for most of business dilemmas, such as:
- In a negotiation, is it suitable to make an initial proposal or is it better to wait for a proposal from the other party and then making a counteroffer?
- In a negotiation that involves several negotiating matters, is it preferable to negotiate question by question or many questions simultaneously?
- Who makes a business proposal should first present it and then justify it? Or instead, first present the reasons and only after the business proposal?
If we have difficulties with the matters above, which are common and basic in negotiation, what should be done when difficulties increase and situations become more challenging?
For instance, how to negotiate from a weakness position? Or how to deal with international negotiation? Or how to react when a number of stakeholders around the negotiating table increases significantly?
The Negotiation Specialization Program aims to respond to these challenges by ensuring a solid training in advanced negotiation, and providing techniques with immediate and practical application.
Senior staff and/or of high potential with experience in negotiation wishing to develop, broaden, and increase their negotiating skills to become experts. In particular, the program is aimed at:
- Senior Managers;
- Business Leaders;
- Project Managers;
- Company Consultants;
- Former students and participants of programs from CATÓLICA-LISBON wishing to update and broaden the acquired knowledge in the negotiating area.
Acquiring tools to establish lasting business relations.
Approaching negotiation not as threats but as opportunities.
Overcoming problems of reason and heart, by avoiding misunderstandings in negotiation.
Dealing with complex negotiation situations.