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NEGOTIATION 05 | Foro Comportamental
05 | Behavioural Context
Requirements
No Requirements

All negotiations have goals. They can be categorized as ideal, realistic or primary. Ideal goals are the ones that can be attained if the
opponent side of the negotiation agrees with the requirements. Both negotiation parties can offer resistance to realistic goals from one of
the parties and, through in-depth negotiations, both parties try to reach consensus concerning the priorities of each side.

CONTENTS
OBJECTIVES
Module 1 - Fundamental Principles of Negotiation
At the end of this training course, all trainees will have - Negotiation as a Way of Communication
acquired some of the main negotiation skills and will also - Potential Clients
be able to develop fundamental skills and competencies to - Stages of the Interview
become successful negotiators.
- Responses of the Customer
- Negotiation
ADDRESSEES - Negotiation Stages
- Daily Challenges
All professionals from trading and project areas and who
generate ideas looking for the best business tactics and Module 2 - Behaviour and Reasons for Purchasing
strategies.
- Important Pointers in Presenting Products and Services
- Purchasing Concept
- Stages of Behaviour in Purchasing
- Reasons for Purchasing
- Objections in Negotiation
Module 3 - Persuasion and Persuasive Resources in Negotiation
- Persuasion Basic Conditions
- Persuasive Resources
- Conditions for Persuasive Communication
- Conditioning and Strategies

INFORMATION

Hours: 20h
Time: See Training Plan
Material Delivered: Training Support Material
Training: Attendance Required
Regime: Working Hours / Post-Working Hours

METHODOLOGIES

Methodologies used by the trainer will be
expository, demonstrative and/or active, favouring
the latter whenever possible.

ANGOLA +244 225 400 399 | www.get-ao.com ∙ PORTUGAL +351 244 820 630 | www.get-pt.pt ∙ MOÇAMBIQUE +258 857 367 374 | www.get-mz.com 45