This two-day seminar is for anyone in sales, marketing, production, engineering, information systems, and project managers of all areas.

WHAT YOU WILL ACHIEVE

• The understanding of the importance of viewing negotiations from the perspective of all parties involved.
• The ability to identify and develop the cognitive and interpersonal skills necessary to achieve collaborative outcomes.
• The knowledge and techniques to convert adversarial and hostile behaviors, into collaborative, problem solving behaviors.
• The opportunity to practice and receive feedback on the skills necessary to achieve successful negotiations.
• A plan for overcoming your weaknesses and developing your strengths.

WHAT YOU WILL LEARN

• A Definition and Model for Negotiation—limits of an adversarial approach and the strengths of a collaborative approach.
• The Importance of Preparation—the use of analysis to assess both party’s objectives, issues, and benefits.
• The steps Necessary for Developing Rapport, Trust, and Credibility—verbal and non-verbal communication skills; the development of an effective listening model.
• The Importance of Conflict Management—how to deal with hostility and anger while focusing on the issues to be resolved.
• The Development of a Collaborative Approach for Mutual Gain—problem solving vs. bargaining in the construction of effective and realistic agreements.
• Understanding and Using Power—how to effectively use power in the collaborative process.
• Effective Methods for Handling "Power Tactics"—how to respond to hardball tactics and dirty tricks, allowing you to convert your potential "opponent" into your "partner".
• Gaining Commitment and Avoiding Postponements—the importance of uncovering and exploring acceptable alternatives and establishing effective responses to demands.