Module: Negotiating a Monza

Un momento molto delicato nell'attività professionale per molti ruoli in azienda è quello della contrattazione. Che si tratti di commerciali, di acquisti, di risorse umane, l'arte di giungere ad un accordo vantaggioso per le parti è essenziale allo sviluppo delle attività organizzate. Destinato a coloro che devono affrontare negoziati interni ed esterni per ottenere i risultati migliori pere l'azienda e per sè stessi.

Greetings and introductions-greetings people, welcoming visitors, introducing people describing responsibilities, engaging in small talk.

Setting objectives- describing the agenda for a negotiation

Discussing requirements- referring to subjects, asking about needs, rephrasing to check comprehension.

Making offers- inviting proposals, making proposals, speciyng price terms.

Evaluating proposals- making conditionl offers, reacting to conditional offers

Accepting and rejecting- accepting proposals, rejecting proposals, closing a deal.

Reviewing agreement- summarizing points agreed on, identifyng outstanding issues, describing action to be taken.

Finalizing a deal- checking on agreement

Arranging follow-up- making arrangements for written agreements, arranging for future contact.

Focusing on problems-focusing on specific issues, describing action required to reach agreement, giving reasons for disagreement.

Proposing solutions-describing negotiating problems, suggesting changes to the agenda, proposing alternative approaches, suggesting compromises.

Exerting pressure- signaling ultimatums, clarifyng and emphasizing ngotiating positions.

Summarizing progress-summarizing points agreed on, identifyng outstanding issues, describing action to be taken.

Agreement and concluding action- checking on agreement, referring to conditional acceptance, closing a deal, making arrangements for written agreements.

Confirmation of agreement- describing contractual responsabilities in writing, attributing responsabilities in writing.

Preparation and strategy, negotiating techniques, interpreting signals and body language.

First impressions-describing personal views and approaches, expressing agreement with views.

Agreeing on goals and procedures-describing the agenda for a negotiation, clarifyng and emphasizing important points.