NEGOTIATING WITH EASE
DURATION
Two (2) days
WHO SHOULD ATTEND
Contracts and Purchasing Personnel, Managers and Specialists who must achieve maximum technical or commercial benefit through negotiation.
AIM
To provide the skills and knowledge necessary to:
Identify techniques for successful negotiation
Determine when negotiation is possible
Examine the negotiation styles of each participants
Practice negotiation techniques
CONTENT
What is negotiation and what is negotiable?
With whom do we negotiate?
Common denominators in negotiation
Structure of negotiation
Team negotiation
Negotiation styles
Negotiation by letter
Role playing negotiation exercises
Negotiation case studies utilizing video techniques
Identification of personal strengths and weaknesses
The Action Contract
NOTE:
Various types of situations will be looked at i.e. commercial, industrial, in-house. Examples will vary to suit delegate group. This program builds from the video series "Getting to Yes" produced by Harvard Business School's Harvard Negotiations Project.