The course is aimed at all people who in their professional, family or personal environments want to improve their ability to reach satisfactory agreements with other people.

After this course, you will be able to:

• Defend the price of your proposal avoiding price haggling
• Take advantage of the negotiation zone to establish an effective strategy
• Use the information available to make a realistic proposal
• Use powerful questions to obtain key information for the negotiation
• Pick up on clues or signals from your negotiating partner
• Developing a good proposal
• Knowing how to respond to a proposal from the other person
• Use concessions and demands and "non-negotiables" intelligently
• Make sure that an unsuccessful proposal does not bring the negotiation to a standstill
• Apply closing techniques to obtain an effective agreement

To begin with, you will learn the main keys to success in your negotiations, explained by an expert in the field.

What better way to test your knowledge than by having to negotiate with three hard nuts to crack? Carmen Pombo, Roberto García and Sergio Merino will meet with you to try to reach an agreement that satisfies them the most. But you will have a say... won't you?

Your objective will be to master the fundamental phases of a good negotiation process: preparation, research, proposal and agreement.

Thanks to this methodology, you will be able not only to learn, but also to put into practice new behaviours that will make you an expert negotiator.

• 1. What is negotiating?
• 2. Ways of conflict resolution
• 3. When do we negotiate?
• 4. Power in negotiation
• 5. The negotiation zone
• 6. The structure of all negotiations
• 7. The preparation phase
• What do I want to achieve?
• What information do I have and what do I lack?
• How am I going to develop it?
• Roles in negotiation
• 8. Research phase
• Asking good questions
• Listening well
• 9. Proposal phase
• How to make good proposals
• Structure of a good proposal
• Who should propose first?
• Inflating proposals
• The alternative proposal
• How to respond to a proposal
• The Non-negotiable
• What to do when a proposal does not succeed?
• 10. Agreement phase
• How to close?
• The recap
• 11. Final summary