Discover influential skills to facilitate productive and lucrative solutions. Learn to state your case while respecting the views of others. Lead constructive conversations and reach fair agreements.
Benefits and Learning Outcomes
- Use influential skills to facilitate productive and lucrative solutions
- Understand the elements of your natural preferences and how to leverage them and avoid potential pitfalls
- Recognize the various ways others approach negotiations and conflict, and communicate effectively with them
- Apply knowledge related to the nature of conflict and the negotiation process
I. Definition of Win/Win
A) Parking Exercise
B) Identifying Negotiation Styles
C) Useful Negotiation Skills
II. Listening Skills
B) Listening Skills Steps
C) Types of feedback
III. Concessions and Positive Exchanges
A) Key questions regarding concessions
B) Key considerations in making concessions
C) Guidelines for making positive exchanges
IV. The Concept of BATNA
A) Are you ready to negotiate?
B) The art of haggling
C) References and Resources
This course provided an excellent balance of content and hands-on learning opportunities.
— Teri Collins, Independent Consultant
“Got the class involved and made the topic fun–not just lecture.”
— Laurie Nelson, Project Manager, Schwarz Pharma
All sessions are Face-to-Face unless otherwise noted.