Shape field (scope)

The Business Negotiation Specialist scheme involves a qualified professional who is responsible for the timely and effective preparation of the negotiation of business agreements, as well as for the successful implementation of the negotiation of complex contracts. This professional is employed in organisations or companies involved in the implementation of economic agreements, being responsible for the entire implementation cycle, i.e. from the preparation of the negotiation, to the conduct and then to its conclusion.

 

Cognitive framework (syllabus)

• Implementation of negotiations (stages - tactics - strategies)
• Shaping the negotiating pie (value claiming vs. creating value)
• Control of the negotiating framework (framing techniques)
• Application of power - persuasion - influence (holistic management framework)
• Building commitments - relationships (inter-personal / inter-company)

Examination methodology

Theoretical multiple-choice examination.

Certification requirements

Minimum Compulsory education and technical training