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Dates
Nov 17, 2008 - Nov 18, 2008
Mar 19, 2009 - Mar 20, 2009
Jul 09, 2009 - Jul 10, 2009
Nov 18, 2009 - Nov 19, 2009
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| Cost (2008): |
$1,795.00 |
| Cost (2009): |
$1,795.00 |
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Become confident in your negotiation skills. As a life-long competency, negotiation skills are applicable across a spectrum of business and personal situations.
Attend this two-day negotiation training course to expand your executive skills. You’ll practice using new skills to create more success for both parties involved—gaining more than what you originally thought possible.
Negotiating success is a function of strategy; evaluated by what you gained versus what you gave, what you were able to create, and the long-term effect of the agreement.
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Benefits
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Contents
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Who Should Attend
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Instructor
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Hours & Credits
- Learn how to read opponents and manage the ‘balance of power’ in a negotiation
- Apply the knowledge of what really goes on behind the doors of high-stakes negotiations
- Learn how to prepare to resolve every negotiation to your satisfaction
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The Purpose, Possibilities, and Power of Negotiating
- Critical elements of a negotiation
- Short-term versus long-term agreements
The Inner Game of Negotiating
- Determining your assumptions
- Negotiating styles—yours, and your opponent’s
Preparing for the Negotiation
- Doing your homework and determining your opening position
- Defining your objectives, criteria, and rationale
- Scripting and practicing
- Assessing the needs, fears, wants, and concerns of both parties
Building the Framework
- Establishing immediate rapport
- Clarifying and managing expectations
The Negotiating Encounter
- Converting adversaries into allies
- Taking positions that pay high dividends
- Breaking a deadlock
- On-the-spot risk management and problem solving techniques
- Walking away and coming back
Managing Concessions
- Avoiding giving unnecessary concessions
- Using concessions to your advantage
Power: Getting, Keeping, and Using It
- Increasing your power and projecting strength
- Facing fear, confusion, and intimidation
Avoiding the Pitfalls
- How to prevent unwanted surprises
- Underestimating and overestimating power
- What to do when you have ‘blown it’
Identifying, Handling, and Controlling Manipulation Tactics
- Escalation
- Mid-course switch, deadlines, and time tactics
Speaking the Language
- Reading and projecting nonverbal communication
- Using effective listening—empathic power
- Assessing hidden meanings and agendas
After the Negotiation
- Leaving and maintaining goodwill
- Monitoring the effects of the negotiation
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| Senior managers, project managers, and technical professionals wanting to improve their personal influence and effectiveness. |
Robert D. Rutherford
Nov 17, 2008 - Nov 18, 2008
Mar 19, 2009 - Mar 20, 2009
Jul 09, 2009 - Jul 10, 2009
Nov 18, 2009 - Nov 19, 2009
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Robert D. Rutherford
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Robert D. Rutherford, PhD, president of RGI, specializes in negotiating. Dr. Rutherford has worked internationally with technical professionals at Alcatel, Boeing, Chevron Corp., Department of the Air Force, Department of the Army, Department of the Navy, Drug Enforcement Administration, Federal Bureau of Investigation, Federal Laboratories Consortium, IBM, Lucent Technologies, Motorola, NASA, National Association of Purchasing Managers, National Renewable Energy Laboratories, Seagate, and Unisys.
He is the author of How to Get From No to Go: The Magic of Negotiating Winning Agreements; The Manipulation Trap; The 25 Most Common Mistakes Made in Negotiating and What You Can Do About Them; and Just in Time: Immediate Help for the Time Pressured. His work has been covered in Business Week, the Wall Street Journal, and Success Magazine, and translated into foreign languages and syndicated by the Los Angeles Times and other major newspapers. Dr. Rutherford is the instructor for the Caltech Industrial Relations Center course, The Successful Negotiator.
Dr. Rutherford has served on the boards of directors for several corporations. Previous positions include serving as the CEO for the Institute for Applied Learning. He also hosted an economic trends television program.
Dr. Rutherford received his PhD from the University of California, Los Angeles, his master’s degree from the University of California, Berkeley, and his BA from Stanford University.
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| Schedule |
Day 1 - 8:30 AM - 4:30 PM
Day 2 - 8:00 AM - 4:00 PM
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CEU :
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1.4 |
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PDU :
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14 |
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CPE :
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15 |
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| Download Course Brochure (PDF) |
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Special Features
Each participant will receive a copy of
Dr. Rutherford's book: How To Get From No to Go: The Magic of Negotiating Winning Agreements.
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The California Institute of Technology Industrial Relations Center is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the |
National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN, 37219-2417. Web site: www.nasba.org.
Caltech Industrial Relations Center is a recognized provider registered with the PMI Registered Educational Provider Program (PMI® R.E.P.).
PMI and the PMI Registered Education Provider logo are registered trademarks of the Project Management Institute, Inc. |
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Comments from Past Participants
"The Successful Negotiator course at Caltech IRC was excellent, and the instructor's humor really added a lot. I found that interacting with other professionals in a safe environment and bouncing ideas off one another one of the most valuable aspects of the course."
Jason W. Way
Purchasing Manager
- Plant Capital
- Fleet Manager
Foster Farms - Poultry Division
“Caltech IRC’s course, The Successful Negotiator, is very relevant and intellectually stimulating. The instructor kept the presentation interesting by including very good stories. I also found the simulation exercises very valuable.”
Debbra Hoy
Assistant VP, Human Resources
Lincoln Electric System
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