Negotiating Agreement

Strategies, skills and tools for successful negotiations!

• Who should attend
• Key Benefits
• Workshop Objectives
• Course Outline
• Prices

OVERVIEW

During this dynamic 2-day workshop you’ll discover real world, research-based, successful approaches to negotiation. It provides you with the skills, tools, flexibility, and confidence to create agreements that bridge the great divides, to improve working relationships, and strengthen business.

Who should attend:

• Individuals involved in creating agreements based on objectives, action plans, resources, timelines, pricing, terms and conditions, and vendor commitments.
• Managers, professionals, sales people, buyers, and others involved in negotiating any type agreement.

Key Benefits:

• Prepare for negotiations with greater focus on key issues.
• Negotiate better deals, often in less time.
• Establish more profitable sales and purchasing contracts.
• Develop stronger ongoing business relationships with clients and suppliers.
• Create less friction and improve lost productivity resulting from internal negotiations.
• Implement a consistent methodology across the company.
• Use a reliable roadmap and set of performance support tools for negotiating successful agreements.

Workshop Objectives:

• Examine a range of options available to negotiators, the potential impact of the options, and the methods to meet needs while maintaining workable relationships.
• Explore your negotiating style and consider how behaviors can influence the process and outcome of negotiations.
• Develop the flexibility to go beyond natural negotiating style and use a range of approaches to match other negotiators’ styles and tactics.
• Recognize distinct types of negotiating situations and choose effective strategies to address them – including dealing with difficult negotiators, tough situations and dirty tricks.
• Use structured methods and tools to prepare effectively for negotiations and to assess the progress of a negotiation.
• Clarify and prioritize your interests and those of the other negotiators.
• Identify opportunities for leverage and synergy.
• Identify and address fundamental people issues, such as perceptions and emotions, that affect the progress of a negotiation.
• Explore a range of options for agreement, and influence the negotiation in the direction that best meets interests.
• Develop alternative ways of meeting needs, in case the right agreement is not available within the negotiation.
• Create and evaluate proposals and offers.
• Create agreements that have the necessary clarity, mutual commitment, and safeguards to enable trouble-free implementation.

Course Outline:

• Define negotiation
• Examine negotiation Styles
• Styles in practice
• Best practices of effective negotiators
• Negotiating process roadmap
• Identifying and addressing people issues
• Power tools for people issues
• Addressing problem issues
• Positions and interests
• Distinguising types of interest
• Power tools for exploring interests
• Inventing options to meet interests
• Standards, norms and rationale
• Developing alernatives
• Making and receiving proposals and offers
• Start to finish practice
• Difficult people, difficult situations, and dirty tricks
• Working through personal blocks
• Strategy development.

Prices:

2-days. Call to arrange this in-house workshop at the right time and location to meet your needs.
1-800-FKA-5585