Here I completed the task of the course Negotiation Skills.

1. Negotiationskills for executives to achieve constructive agreementsand
lasting relationships
Description:
Are you an executive workinginthe AsiaPacificregionandwanttoimprove yoursoftskillsin
negotiation?Inthisenvironmentyou musthandle anaggressivecounterpart whoissusceptibleand
intoleranttoideasconflictingtheirowninterests?
Thenthiscourse is rightfor you. You will learntonegotiationfromrationalandemotional
perspective togeneratevalue inagreementsanddevelopproductiverelationshipsamongall the
partiesinvolved.Youwill learntodevelopcritical thinkingtomanage emotionsandresolve conflicts
ina constructive way.Thiscourse will take 50 hoursand isself-paced,soyouhave maximal freedom
instructuringyour day.
We are workingon differenttopicslike:
1) Development of emotional intelligence
Emotional intelligence helpsyouinthe negationprocess.Here we are goingtolearnhow youcan
recognize, understand, andmanage yourownemotions.Thistaskislearnableandcan be improved
throughoutyourwhole life. Topractice thisskill youcanask yourself the followingquestions.
What feelingsdoIwant to displayinthe negotiation?
Why?
What can I do aheadof time toassume the emotionallyidealstate?
What couldmake me lose control inthe negotiation process?
What can I do inthe middle of the negotiationtoregaincontrol?
How doI want to feel afterthe negotiationprocesshasconcluded?
The principalsin emotional intelligence are self-awareness, empathy, andsocial skills.
2) Handling the emotions of our counterpart
Afterthismodule youwill manage tobe a goodobserverof yourinterlocutor.Youwill practice active
listening,howtoanalyze the otherparty’sbodylanguage,voice tone andchoice of words.Youare
goingto learnhowyoucan react to unclearstatements andaskthe rightquestions. Youwill learn
howto perceive the emotional state of yourcounterpart,torespond tothisina timelymannerand
to be aware of your ownemotional state which greatlyinfluencesthe moodandbehaviorof other
people because of the contagiousnature of emotions.Youwill be able tomanage complex
negotiationsandachievecollaborativeagreementsamongpeoplewith antagonisticpostures.
3) Influence of emotions
Emotionsinthe negotiationprocesscanhave positiveandnegativeinfluences.If we are emotional
our attentionisdistractedfromthe substantiveobjectivethusemotionscaninhibitreasoning andwe
expose ourselvestobeingmanipulated.If we indulgeouremotions,theycangetout of control.
On the otherhand emotionscanbe helpful inthe negotiationprocessasawarenessandopeningup
of ouremotionsleadstounderstandingandempathytowardsthe interests andneedsof other
people.Furthermore,ouremotionscanbe a tool to communicate ourposition.

2. If we internalized this, we understoodthe keyfactors toachieve aproductive agreementbythe
importantrole indecisionmaking,creativityandinterpersonal relationship.
4) Effective communication
The three pillarsof communicationare perception, cognition, andemotion.We are goingtofocuson
the ancientdilemmaof the emotionalandthe rational. Ina negotiation withanadditional cultural
factor a higherlevel of observationandattentiveness isrequested.Whenitcomestothe situation
that there isa differentvocabularyof technical termsamongthe partiesanevenhigherfocuson
active listeningisimportant.Itshouldbe giventhatbothpartiesare talkingfranklyandwithoutbias
intheirperceptionandcognition.
To identifyandunderstandthe interestsof yourinterlocutorthere shouldbe notime pressure. Even
if thiswill be a long-lastingprocess,it willbe worththe effortto focus on thistopicthoroughly.Based
on yourand your counterpart’sinterestsyoucansetyour agreements.
Applicationprocess:
If we raisedyourattentionandyouwantto jointhisworkshopyoucan apply forby writingaletterof
motivationto XXX.YYY@ZZZ.com.We will checkif yourissuesfittoourprogram. The course is
structuredina way that youwill firstlearnaboutthe theoretical backgroundof negotiationand
subsequentlypractice face-to-face withthe otherparticipantswhatyouhave learned.Byapplying
and practicingimmediately the knowledgeisinternalizedthe best.