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| TRAINING - Purposes |
Learning the Essentials of Negotiation
Recognizing how negotiation works - its dynamics and patterns
Assessing the benets of a "joint gains" approach
Preparing for a range of negotiation challenges
Developing solid and comprehensive criteria for measuring success in negotiation
Balancing self-interest with management of relationships
Dealing with difficult tactics
The pitfalls of "positional" bargaining
The patterns underlying "hard bargaining" tactics
Strategies for propelling the negotiation process forward and keeping the conversation under control
The elements in yourself that make conflict challenging
Negotiation Skill Development
Improving your substantive negotiation results
Role-playing and practicing negotiation techniques demonstrated in this course
Demonstrating how to deal with "hard bargainers"
Integrating learning with client-specific scenarios and applications, to ensure on-the-job relevance
Dealing with Communication and Relationship Management
Becoming an active, not a passive listener
Managing the benefits and risks of negotiation via email
Recognizing how culture affects your behavior, reactions, assumptions and expectations
Mastering strategies to manage the consequences of cultural difference
What will I learn?
How to register with others as a commanding and credible negotiator
How to advocate clearly for your interests and concerns
How to recognize and respond skillfully to challenging tactics
How to handle yourself effectively in business transactions
How to improve your ability to build (and use) "relationship capital"
How to enhance your reputation for fairness as well as client satisfaction
How to apply a systematic framework for preparing, conducting, and reviewing negotiations
Who should attend?
High Potential Leaders & Executives
Lawyers
Sales Managers
Alliance Managers
Customer Service Managers
Business Development Professionals
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