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Effective
Negotiation Skills for Managers and Executives
Seminar Overview
This hands-on seminar gives you a step-by-step guide to effective
negotiation -from establishing a formal planning process to prioritizing
issues. You will also learn how to master persuasion techniques, identify
the communication styles of effective negotiators, and how to break
deadlocks to negotiating as part of a team. In addition, you will learn how
to recognize and use leverage in negotiations, and how to adjust your
strategy to the media used in the negotiation.
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Introduction
to the Negotiation Process
·
Determine when you are in a negotiable situation
· Discriminate between the various types of negotiations
· Explain the business importance of taking a win-win approach to
negotiation
· Identify the primary factors required to establish an agreement
· Describe what influences the negotiation process
Planning
the Content of Your Negotiation
·
Explain the importance of planning
· Determine alternatives to a settlement before negotiating
· Identify ranges of acceptability
· Set priorities on the issues
· Negotiate internally before launching your prepared negotiation
· Apply planning skills in a case study
Negotiation
Stages
·
Chart the course of a negotiation through its various stages --- from both
the content point-of-view and the process point-of-view
· Determine the appropriate behaviors to use in each stage
· Identify the causes of resistance you may face during the negotiation
process and design ways of handling it
Communication
Styles
·
Explain the various styles of communication
· Determine your style of communication
· Identify the communication styles of others
· Adjust your style to get the results you want
Persuasion
·
Apply a Persuasion Model to improve your ability to convince others of your
point of view
· Combine appropriate logic and emotion to develop support for negotiable
positions
· Modify your approach to persuasion depending on the other side?s communication style
Planning
a Strategy for Negotiation
·
Plan a strategy to apply during negotiation
· Consider various dynamics that impact the negotiation process
· Structure effective concessions
· Know how to break deadlocks
· Identify and use your leverage when negotiating
· Adjust your strategy according to the medium in which the negotiation is
taking place
Negotiating
with a Team
·
Identify opportunities for using teams to negotiate
· Explain how to organize, control, and effectively manage a team
throughout the negotiation process
Putting
It All Together
·
Incorporate the negotiation checklist from this module to work-related
situations
· Apply the theories of negotiations to your personal action plan using
work-related situations
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Link Management Consulting
P.O. Box 42372, Abu Dhabi, UAE. Tel No. +971 2 6655 899
Fax No. +971 2 6655 370 Email: linkcons@link-consult.com
© Copyright 2005 LinkConsult
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