Effective Negotiation by EPAM

In business, as in life, you don't receive what you deserve. You achieve what you've negotiated for.

Language: English
Format: online
Duration: 14 hours (7 sessions x 2 hours each)
Effective group size: from 8 to 15 participants

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About course

The art of successful negotiation is a nuanced blend of communication, strategy, and psychology. Achieving excellence demands a passionate commitment to developing expertise across these domains. This course guides participants through every negotiation phase: preparation, rapport-building, persuasion, tactic use, conflict management, and countering manipulation. Furthermore, learners will gain insights into the practical application of negotiation strategies in real-world contexts, honing their ability to discern various approaches, leverage effective communication and trust-building techniques, and navigate objections and resistance.

Built upon internationally recognized methodologies and best practices in negotiation studies, this course adopts a hands-on, project-based learning approach. By immersing participants in real-life scenarios, it not only cultivates practical skills but also deepens their understanding of negotiation dynamics. This experiential approach prepares participants for professional roles, valued by employers both now and in the future.

The curriculum includes seven modules. Upon completion, participants receive a certificate, recognizing their proficiency and readiness for negotiation scenarios across various contexts.

Language: English
Format: online
Duration: 14 hours (7 sessions x 2 hours each)
Effective group size: from 8 to 15 participants

Learning outcomes

be able to identify and apply various negotiation styles and strategies

with a specific focus on adopting an interest-based negotiation approach for optimal outcomes

be able to establish and maintain effective communication with customers

understand their interests and needs, build trust, engage in small talk appropriately and use questioning techniques to focus on objectives effectively

be able to present proposals effectively in negotiations

select strong arguments to support their proposals, demonstrate genuine value to the customer, and navigate objections and resistance successfully

be able to effectively utilize distributive bargaining techniques

successfully close negotiations, summarize agreements, and reflect on their own performance for continuous improvement

be able to effectively handle conflict situations in negotiations

reduce emotional tension, transform conflicts into constructive discussions, and professionally respond to customer complaints and claims

be equipped to recognize and counteract manipulative tactics in negotiations

and effectively respond to emotional pressure or negativity from the opposing side

know common behavior patterns that help or hinder effective negotiations

be able to change unsuccessful patterns of behavior and become more efficient

be able to find new ways to solve problems in managers’ work

Negotiation Essentials by EPAM

Application deadline: September 18, 2024
Duration: 8 weeks
Format: Live online sessions + individual assignments
Language of instruction: English

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Course structure

Module 1
Preparation for negotiations.

Negotiation styles and strategies. Interest-based negotiation: preparation scheme.

Module 2
Building contact with the customer, clarifying interests and needs.

How to build trust, establish emotional contact with the customer effectively. Do’s and Don’ts of small talk. Setting goals and focusing on them. Finding out positions and interests. Using questions effectively.

Module 3
Selling ideas, persuasive argumentation.

How to make proposals in negotiations and choose the best arguments to support them. Showing real value for the customer. Dealing with objections and controversy, moving past resistance.

Module 4
Discussing terms – bargaining techniques.

Distributive bargaining approach: tips and tricks. Closing negotiations, summarizing agreements. Self-review.

Module 5
Conflict negotiations.

The dos and don`ts of dealing with conflict. Decreasing emotional tension, converting conflict into a constructive discussion. Responding to complaints and claims from the customer.

Module 6
Dealing with emotional pressure and manipulative tactics.

Recognizing manipulative tactics in negotiations. Possible responses. Rules for responding to emo-tional pressure/negativity from the other side

Module 7
Advanced persuasion techniques

SPIN method: problem-solution path. 6 principles of persuasion by Robert Cialdini.

Are you interested in the program?

Please leave your contact details, and we will be happy to provide you with all the information about our corporate training programs.

FAQ

What is the language of instruction for this course?

The course is fully delivered in English. All learning materials, including reading and video, are in English too. Your individual and group assignments are expected to be prepared in English as well.

Are there any prerequisites for this course?

As the course is delivered in English, participants are expected to have a B2 or higher level of English. AUK does not request any language certificates or other forms of language proficiency confirmation.

How much time will I have to spend learning while taking this course?

Although the figure is very individual and depends on multiple factors, the average estimated time dedication for this course is 8-10 hours per week. This includes live sessions with instructor, self-paced learning and homework.

What kind of assignments will I have to complete?

The practical tasks are designed to reflect real-life professional activities and help you grow in your field. You'll have the chance to participate in discussions and collaborate with others to solve these tasks. Plus, you'll receive personalized feedback on your assignments to track your progress.

To reinforce your understanding, there will be non-graded quizzes that focus on the main ideas from the theoretical information. This way, you can actively engage with the content and apply what you've learned. At the end of the course, there will be a final test that evaluates your knowledge and summarizes what you've gained throughout the program.

What if I miss the live session?

Live online sessions will be recorded, so you may watch them later via a shared link. Offline sessions held on the AUK campus will not be recorded.

What certificate will I earn?

Upon successful completion of this course, you will be awarded a certificate accredited by American University Kyiv

Will my ECTs be transferable to undergraduate or post-graduate programs

Yes, credits earned from this course are transferrable and may count toward Master’s or Bachelor’s programs should you decide to pursue this path of study.

How can I pay?

Payments may be made online via our website, or you may request an invoice from our accounting department. American University Kyiv does not accept cash payments.

Can my company pay for me?

If your employer agrees to pay for your study, you may inquire about the proforma invoice from our accounting department.

What if I fail?

AUK issues a Certificate of Completion if a student obtains a minimum of 70 final points for the course. Students who have between 50 and 69.9 final points receive a Certificate of Attendance. If you have less than 50 final points, you will not be eligible for any certificate. However, the course will be offered on a repeated basis, and you may enroll one more time.