Target group

First-line and mid-level managers who already have some management experience and wish to gain knowledge to improve their work organisation and develop effective practical skills for handling management situations. Specialists who need to lead groups and solve people-related issues in their work.

Objectives

The aim of the training is to provide managers with practical knowledge, skills, and experience in the areas outlined in the curriculum, allowing them to exchange experiences and thereby effectively develop their leadership skills. A key goal is to develop and enhance practical people management and negotiation skills.

Topics covered

• CONFLICT MANAGEMENT

What makes a good negotiator?

What are the possible conflict resolution strategies, and how do you choose the most appropriate one?

What are the key stages of negotiation, and what should be focused on at each stage?

How can a manager effectively stand up for their interests in a way that preserves good relationships?

What is the basis of influence, and how can a manager increase their influence?

Practical exercises to identify and understand the preferred conflict management strategies of managers.

• PERSUASION AND INFLUENCE

How can a manager effectively use tactical empathy to quickly establish good rapport and trust with the other party?

What is the possible hidden meaning behind a negative response from the other party, and how can its positive impact be successfully utilised?

How can a manager achieve the other party’s genuine commitment to implementing an agreement?

What should a manager consider when presenting arguments during negotiations?

How can a manager influence the other party to work dedicatedly toward achieving their own goal?

Practical exercises for applying communication techniques and tools for persuasion and influence in management.

• PREPARING FOR DIFFICULT CONVERSATIONS

What should a manager consider when preparing for difficult conversations?

How can a manager analyse their own and the other party’s needs and interests?

How can a manager identify the other party’s interest groups and potential hidden barriers to an agreement?

What should a manager keep in mind when evaluating alternatives and setting boundaries?

Practical exercises using specialized tools designed for the in-depth preparation of challenging management-related conversations.

• COMBAT STRATEGY AND TACTICS

How can a manager gain control over the focus and process of negotiations right from the start of the meeting?

What should be considered when selecting an appropriate opening offer, and how should the decision be made about who starts?

How can a manager turn the dynamics of the negotiation in their favour by making tactical concessions?

What should be considered when making the final offer?

How does time affect combative negotiations, and how can it be used to the manager’s advantage?

Practical exercises for applying the appropriate tools and enhancing managers’ negotiation skills.

• COOPERATION STRATEGY AND TACTICS

What are the key principles of cooperative negotiations, and how can a manager effectively apply them in practical leadership situations?

How should the process of cooperation-oriented negotiations be structured?

What are the potential interests of the negotiation participants, and how can these be leveraged to the manager’s advantage?

What tactics can a manager use to achieve a win-win solution that allows all parties to have their core interests fulfilled?

Practical exercises for applying cooperation tactics and enhancing managers’ negotiation skills.

• COMMUNICATION IN STRESSFUL SITUATIONS

How can a manager identify potential manipulative tactics, and how can they protect themselves against harsh strategies?

What communication techniques can be used to defuse sweeping criticism without making substantive concessions?

How can a manager reduce tension by recognising and validating the other party’s emotions?

How can calibrated questions be used to avoid direct confrontation and redirect an attack from the other party?

Practical exercises for developing and improving communication skills in stressful situations for managers.

This is not a theoretical lecture, but a practical workshop focused on the most important topics and issues managers face in their daily work. The goal is to deepen managers’ skills to handle these challenges effectively. Each topic includes practical exercises for the effective application of new knowledge and appropriate tools.