The main issues of the first module:

1. Models of negotiations

Types of negotiation models. 7 elements of the Harvard negotiation model.

2. The element of Relationship

Trust as a resource. Emotions in negotiations. Working with triggers.

3. Element Communication

Working with judgments and assumptions.

4. Element of Interest

Types of interests. Three interest groups. Identification of goods and algorithms for further work with them.

4. Item Options

Influence of interests on the development of solutions. Impact on the choice of the other party

5. Element Criteria

Objective criteria. Objectification of the subjective

6. The Alternative element

An alternative as an option outside the negotiating table. BATNA. The minimum acceptable result. Strengthen your choices and reduce the strength of the other party's alternative. Strength in negotiations.

7. Obligation element

Basic requirements for commitment to realism, specificity, ability to perform, etc.

8. Negotiator technique

Work with issues, the balance of topics, and arguments in negotiations. Rehash. Summary.

9. The structure of the negotiation process

The structure of the negotiation process. Preparation for negotiations.

• Content skills

Separation of interests from positions. Expanding the field of interest. Errors in working with interests. Analysis of the choice of the other party. Calculation of alternatives. Framing is a technique of working with information and perception management. The reformulation technique is an opportunity to eliminate the toxic form of the message and leave the content. The method of separating a person from the problem as an opportunity to separate the emotional and rational in negotiations.

• Process management skills

Information, participants, time, place. Negotiation process design. Multilateral negotiations. Agreement. Checking arrangements for realism.

The main issues of the third module

1. Models for finding optimal solutions

Finding added value and choosing options by prioritizing interests. Nash's equilibrium. Pareto equilibrium.

2. Relationships and trust

Dealing with resistance and objections. Influence on beliefs. Techniques for working with emotions (own and negotiating partners). Trust: what to do if the level of trust is low.

3. The element of communication

Working with information on a nonverbal level.

4. Difficult negotiations

How to turn "no" into "yes”. Multilateral negotiations: building coalitions. Negotiations in the company: development of cooperation competence