Practical Negotiation Skills

Title:	Practical Negotiation Skills
Dates:	September 24-25, 2009 or March 23-24, 2010 Registration Deadline: 3 weeks prior to program start date Late Registration (within 3 weeks): Contact Registrar' Office to check space availability.
Duration:	2 day program: 8:30 am - 4:30 pm
Faculty:	Janet Dukerich, Ph.D., Gaylen D. Paulson, Ph.D.
Cost:	$2450.  Fee includes all program materials, breakfast, breaks, and lunch for each day. Team rates and alumni discounts available. Registration is not complete until payment is received.

"Very useful to understand different negotiation options and how to prepare for success."

Description

Whether internally with colleagues and subordinates, or externally with suppliers, customers and competitors, you are faced with negotiation challenges on the job every day. The ability to prepare for the negotiation process and discover optimal solutions to problems is critical to success.

This program teaches a systematic approach to negotiating that is used by many professional facilitators and mediators. It covers the central concepts of negotiation, as well as effective methods to deal with a broad spectrum of negotiation problems faced by managers and professionals. You will learn how to chart your best possible outcome, analyze your negotiation partners and opponents, and use specific strategies and tactics for successful negotiation.

Taught through mini cases and role-playing, the program provides a classroom environment where skills may be applied to actual negotiation problems. Specific tactics for dealing with conflict resolution and difficult people are also illustrated.

Topics

• Planning for negotiation
• Understanding conflict
• Self assessment
• Situational analysis
• Communication skills
• Dealing with difficult people
• Responding to attacks
• Adapting to different styles
• How to survive tough negotiations
• Strategies for impasse resolution
• Group negotiations
• Techniques for influence and persuasion

Key Benefits

• Plan for the negotiation process and incorporate the other party's concerns
• Practice and receive feedback using a skill-based approach to negotiation
• Deal with conflict and difficult people
• Improve self-assessment techniques
• Direct the flow of the negotiation process
• Practice creative ideas for resolving impasse
• Recognize and adapt strategies based on negotiation style

Continuing Education Units

Participants earn 1.4 continuing education units (CEUs). A certificate of completion will be presented from Texas Executive Education.