The Successful Negotiator
Become confident in your ability to negotiate. As a
life-long competency, negotiation skills are applicable
across a spectrum of business and personal situations.
Attend this two-day executive education course to
learn the process of negotiation. 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 got versus what you gave, what you were able to
create, and the long-term effect of the agreement..
| Specifically, you will
learn: |
 |
What master negotiators mean by ‘reading’ opponents
and
managing the ‘balance of power’ in a negotiation |
|
What really goes on behind the doors of high-stakes
negotiations and how this knowledge applies to you |
|
What it takes to resolve every negotiation to your
satisfaction |
| 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 |
Special Features
Master Plan: Each participant receives a master
negotiating plan to use at work after the course.
Each participant also receives a copy of
How To Get From No to Go: The Magic of
Negotiating Winning Agreements
by Robert D. Rutherford, PhD.
Instructor: Robert Rutherford,
PhD
Fee: 2008 - $1795
Credits: 1.4 Continuing Education Units (CEUs)
14
Professional Development Units (PDUs)
CPE Credit Information
Field of Study: Communications, Personal Development
Program Level: Overview.
No prerequisites or advance preparation is required.
Instructional Method: Group-Live offering
Continuing Professional Education (CPE) credits: 16
Dates: August 21-22, November 17-18,
2008
Time: 8:30am - 4:30pm 1st Day; 8:00am - 4:00pm 2nd Day
Program Coordinator: Judy
Donohue, 626.395.4045
-
pdf brochure
 |
The 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. |
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