If you’re responsible for negotiations or discussions of projects, business deals, mergers, labor union negotiations or any other negotiation with much at stake, it is essential that you have the skills to ensure your success at the table.

This program gives you two intensive days of high level executive development to refine your skills and abilities to increase your success at the negotiating table.

BENEFITS:

The skills needed to negotiate, from the surface, seem to be a matter of talent; either you've got it or you don't. On the contrary, research into successful negotiations reveals that having a concrete understanding of negotiation skills and techniques increases the likelihood of success. Honing your skills will reduce the stress during discussions, clear cloudy judgment and give you tools to produce mutually beneficial agreements.

DESIGNED FOR:

This program is specifically designed for executives, business owners, experienced management personnel, labor relations representatives, project managers, corporate sales people, contract managers, delivery teams, product managers, leadership teams and anyone that is or will be involved in crucial negotiations.

OUTLINE:

1. The Concepts of Negotiation
   1. Two or more parties
   2. What is distributive negotiation?
   3. What is integrative negotiation?
2. How to Prepare for Negotiations
   1. How to determine your needs
   2. Why it is important to determine the other party's needs
   3. What information do you need?
   4. How to build your confidence
3. What Are Your Bargaining Point Ranges?
   1. What is your best alternative to a negotiated agreement?
   2. Delivery conditions?
   3. Quality requirements? Warranty?
   4. Product support?
   5. Order size?
   6. Reputation? Dependability?
4. An Evaluation of Negotiation Strategies and When to Use Them
5. Eight Ways to Increase Your Power in Negotiations
6. An Evaluation of Negotiation Tactics
   1. How effective are threats? Promises?
   2. Should you attack others' data?
   3. Should you disclose critical information?
   4. Should you try to maximize or be reasonable?
7. How to Deal With Aggressive Negotiators
   1. Hold your data closely
   2. Consider concessions
   3. When should you walk away from the deal?
8. How to Diagnose Negotiations Disappointment?

Did you know?
1. The Strategic Negotiations: Crucial Skills for High Stake Agreements course is an elective for the Leadership Certificate

2. The Strategic Negotiations: Crucial Skills for High Stake Agreement course fulfills a requirement for The Master Certificate in Project Management

LOCATION:

Strategic Negotiations: Crucial Skills for High Stake Agreements will be held in the CMD Training Center in the Woodman Alumni Building on the Wichita State University campus in Wichita, Kansas.    

General Information for Nearby Accomodations