Page 723 - Get_Training_Catalogo_presencial_2026

NEGOTIATION STRATEGIES AND TACTICS
FOR MANAGERS 07 | Gestão

07 | Management
Requirements
No Requirements

During this course, main tactics and strategies for negotiation will be analysed, through the demonstration of the required skills and abilities
essential for the performance of a good negotiator.

CONTENTS
OBJECTIVES
Module 1 - Power of Negotiation
At the end of the course, trainees will be able to - Key Concepts in Negotiation
understand and apply different negotiation strategies; to - The Relative Power of Negotiation – Relations of Stength
develop personal negotiation skills; to use the necessary - Power Factors in Negotiation
methodologies and tools to prepare and conduct difficult - Real Power vs Express Power when Negotiating
negotiations; to reinforce an affirmative ability towards tactic
pressure from buyers.
Module 2 - Negotiation Techniques – Strategy and Tactics
- Principles for Conducting Successful Negotiations
ADDRESSEES - Negotiation Process Methods

Negotiators; managers; executives; managers; supervisors; - Negotiation Strategies and Tactics
businesspeople and entrepreneurs; marketing and sales - View of Repercussions –Matching Objectives
professionals; sales support professionals and technical - Negotiator Profile
specialists who perform commercial activities. - Strategic Reasoning
- Adaptation to Customer Profile
- Self-Assessment of Negotiation Performance
- Motivation and Proactiveness

Module 3 - Competitive Negotiation
- Competitive Negotiation Tactics – Concessions and Counterparts
- Main Traps of Professional Negotiators
- How to React a Buyers Tactics
- Emotional Styles in Negotiation

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 25