Case studies
Strategic Negotiation Skills:
Background
This client is an international transport and logistics company with its head office in Lauterach, Austria. The company has around 8,000 employees working at 180 company-owned locations in 35 countries.
Its portfolio is wide-ranging. In addition to its land transport and Air & Sea freight operations, the logistics solutions and parcel service play key parts in the company’s success.
Their managers need to communicate with different parties to make sure the logistic services they provide are flawless. They often face situations where negotiation skills are essential.
This Negotiation Skills training is to help participants learn how to define their strategic position and plan their negotiations. By applying appropriate strategies and tactics, they facilitate a productive discussion and drive it toward an outcome, which is in their favor or mutually beneficial.
Solution
The training program includes:
Understanding your own Management and Negotiation Style
Preparing for a Negotiation – The Harvard Method
Building Rapport- Improving Client relationships
Understanding Stakeholder’s Values- Build the Win/Win
Negotiation Toolkit
Negotiation Practice (at the Negotiation Table)
Calibration- How to read others
The Meta Model - Great Questions for Negotiations
Delivering Compelling Examples
Generating the Fight Psychology
Result
Through this highly interactive, learn-by-doing workshop whereby participants could improve their negotiation skills speedily. They understand that good negotiator are not to prove themselves right or the other side wrong at all. They take a strategic approach to handling people issues, evaluate the situation objectively and logically, and focus on interests and concerns instead of positions.