Description

Our very popular Practical Negotiation Skills program has been revised and expanded. This extended schedule allows for greater breadth and depth of understanding. Our new course now goes beyond foundational negotiation principles, incorporating some of the key challenges faced by managers and executives in today’s business environment.

Participants in this course are run through a series of hands-on simulations, designed to challenge and enhance their negotiation skills. Foundational concepts offered address fundamental issues such as: How do I prepare effectively for negotiation? What processes enable me to insure that I’m getting the most out of a transaction? What kinds of communication strategies move persons beyond simple compliance to actually “buy-in” to your proposals? Why is “win-win” a slippery term and what kinds of tools enable me to discover creative routes to agreement?

Building on these critical foundations, a host of new challenges are addressed. How must our strategies change when dividing losses, rather than exchanging gains? How do conflicts and disputes get resolved effectively? Fundamental strategies for confrontations and effective conflict management will be explored. What happens when multiple parties become involved? Participants will explore strategies for working effectively in teams and for influencing effectively within group settings. What if they operate from a different knowledge, or come from a different culture? Tools and tips will be examined for getting past key differences in view.

This intensive one-week program utilizes a variety of cases, role playing exercises and in-class activities. Participants are encouraged to consider, and perhaps even discuss, how the ideas apply to their own experiences and real-life problems.

Topics

• Understanding when & why we can negotiate
• Influencing without alienating
• What to know before you go: Preparation principles
• Analyzing people, problems & opportunities
• Responding to resistance & attacks
• Understanding your style & using it to your advantage
• Getting your way as a member of a team & in groups

Key Benefits

• Fill your toolbox, adding knowledge & strategies that help to enhance your bottom line
• Learn to recognize & exert more control over key stages of the negotiation & influence process
• Build confidence, enhancing your comfort level during challenging conversations
• Practice & receive immediate feedback on performance & outcomes
• Build self-awareness & insight into your own true strengths & weaknesses as a bargainer

Continuing Education Units

Participants earn 3.15 continuing education units (CEUs) and a Texas Executive Education program certificate.