Executive Education
Business Skills - Advanced Negotiation
- Advanced Negotiation
- Finance for the Non-Financial Manager
- Strategic Thinking & Analysis
- The Balanced Scorecard
- Power of Emotional Intelligence
- Time Management
- Behavioral Based Interviewing
- The Power of Negotiation
- Writing with Impact for Business
- Business as Unusual
- Project Management
- Business Courses
- High Performance Coaching
Advanced Negotiation
Date Offered: June 3-4, 2008
$1,265 | $1,115 (2 or more from same organization/same date)
Whether dealing with external demanding customers or internal company dynamics, successful negotiating is more than pulling tricks out of a bag. Although certain tactics are more effective than others, negotiations are a framework of bargainer characteristics (such as listening ability) and situational factors (power difference) combining to influence the negotiation process (persuasion), which produces a certain outcome (profits, future deals). Advantage goes to the negotiator who knows what's going on.
In this "MBA-level" skill-building workshop, participants will learn how to successfully manage the negotiation framework. Negotiation by nature is experiential--the course includes case discussions and simulations in a broad range of contexts, as well as negotiation skill assessment and improvement tools.
Competencies Addressed:
- Listening and questioning skills
- Discovering true interests behind positions
- Dealing with hardball tactics
- Disclosing the "right kind" of internal information
- Making concessions without "giving away the store"
In this two-day program you will:
- Develop the awareness that "negotiation is all around you"
- Learn how to use the five bases of power in negotiation
- Learn when it is best to "anchor"--should you move first, or let the other side?
- Recognize the difference between zero-sum and relationship-based negotiating and when to use each
- Receive analysis of your own negotiating style
- Practice increasing the size of the outcome "pie"
- Learn what makes a good outcome