Negotiating to Win

Gain the skills, insights and competencies required in all negotiations—in every industry—at every level.

Whether it’s allocating resources for a project, funding a new initiative or establishing a supply chain for a new product or service, negotiation is inevitably at the heart of the process. But few people understand the structure, techniques and approaches available to them as they seek to positively influence an outcome.

This hands-on seminar gives you a step-by-step guide to effective negotiation—from establishing a formal planning process to prioritizing issues. From mastering persuasion techniques to identifying the communication styles of effective negotiators. From breaking deadlocks to negotiating as part of a team. From recognizing and using leverage to adjusting your strategy to the media used in the negotiation.

HOW YOU WILL BENEFIT

·         Know when—and when not—to negotiate

·         Develop an effective plan and strategy for any negotiation

·         Know what behavior to adapt at each stage of the negotiation

·         Adjust your communication style to achieve desired results

·         Successfully apply the principles of persuasion to any negotiation situation

·         Effectively negotiate face-to-face, on the phone or through e-mail and other media

·         Recognize and counter the most common negotiating ploys

·         Move from “no” to “maybe” to “yes”

WHAT YOU WILL COVER

·         Introduction to the Negotiation Process

·         Plan the Content of Your Negotiation

·         Negotiation Stages

·         Communication Styles

·         Persuasion

·         Plan a Strategy for Negotiation

·         Negotiating with a Team

·         Negotiation Ploys and Tactics: Measures and Countermeasures