Why should you
consider this program?
To reach agreements that satisfy the interest of both sides and
enhance ongoing relationships. |
This
two-day program shows your managers and frontline employees how to
negotiate successfully by turning face-to-face confrontation into
side-by-side problem solving. This method of negotiating works
by attacking the problem, not the person. Joint problem-solving
will generate better results for both sides and lead to stronger
working relationships both inside and outside of your organization.
After assessing their own negotiating
style, participants practice a five-phase, non-adversarial negotiating
process. And because negotiation is a two-way street, they learn
how to explore what each side really wants. By identifying the
needs of each side, they are able to devise options to satisfy those
needs. Finally, participants learn now to formulate a solid
proposal to reach mutually satisfactory agreements.
Negotiating Successfully provides a
roadmap to navigate through even the most difficult negotiations.
The five-step process and principles can be used with anyone – all
that is needed is the knowledge specific to each situation.
As a result of participating in this
program, your employees will be better prepared to:
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Create a
favorable climate for negotiation;
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Understand
each side’s needs – the underlying concerns, fears and
interests that motivate each position;
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Exchange
different options for meeting both parties’ interests;
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Respond to
adversarial negotiating tactics more successfully;
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Implement
guidelines for making concessions and handling objections;
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Respond
effectively to difficult emotions;
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Reach a
mutually satisfactory agreement and commit to action; and
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Apply the
five-phase negotiating process and skills to prepare for current
or upcoming negotiations.
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