1-800-THE-TREE (1-800-843-8733)
TRAINING YOU CAN TRUST
 
 

Negotiation Skills: Achieving Successful Outcomes

 
Course: 341   Type: RealityPlus   Duration: 3 Days
 
 

You Will Learn How To

  • Conduct principled negotiations that result in wise agreements
  • Incorporate a process approach into your negotiation skill set
  • Formulate communication strategies based on various situations
  • Develop a confident negotiating style to deflect "hardball" tactics
  • Apply psychology principles to negotiate effectively
  • Enhance your negotiation skills by applying best practices in a real-world setting

Course Benefits

Many interactions in a professional environment involve a series of negotiations whose outcome could be the difference between success and failure. In this course, you acquire the knowledge to develop sophisticated negotiating skills crucial to achieving desired results and building strong relationships. You gain experience through a dynamic learning environment of media-rich activities, practice sessions and in-depth, real-world simulations.

Who Should Attend

This course is valuable for anyone responsible for negotiating the best possible terms of an agreement for their organization or those who desire to sharpen their negotiating skills.

Course Workshop

Through interactive simulations, video scenarios and a series of immersive activities, you acquire a robust skill set of negotiation strategies and gain experience in:
  • Practicing real-world negotiation scenarios
  • Role playing "hardball" techniques to develop principled responses
  • Performing positional analysis with SWOT and Johari Window
  • Identifying hidden agendas and taking action
  • Timing the start and close of negotiations
  • Effectively handling moves and turns
  • Applying E.I. and M.I. knowledge for powerful outcomes
  • Transferring lessons learned to a simulated real-world negotiation

Related Courses

 
The PMI R.E.P. logo is a registered mark of the Project Management Institute, Inc. RealityPlus is a trademark of Learning Tree International. 		 

Upcoming Dates

Dec 17 - 19, 2008
 Toronto
Mar 4 - 6, 2009
 Washington, DC (Reston, VA)
Mar 25 - 27, 2009
 Toronto
Apr 15 - 17, 2009
 Washington, DC (Rockville, MD)
May 13 - 15, 2009
 New York
May 27 - 29, 2009
 Ottawa
Jun 24 - 26, 2009
 Toronto
Sep 30 - Oct 2, 2009
 Toronto

For complete schedule, please visit www.learningtree.com
 
http://www.learntree.com/courses/341pf.htm
 
 
1-800-THE-TREE (1-800-843-8733)
TRAINING YOU CAN TRUST
 
 

Negotiation Skills: Achieving Successful Outcomes

 
Course: 341   Type: RealityPlus   Duration: 3 Days
 
 
Course 341 Content
 

Defining the Negotiation Environment

  • The impact of organizational culture
  • The range of negotiation styles and practices
  • Assessing negotiation feelings and attitudes
  • Differentiating win/win from win/lose
  • Defining the wise agreement

Powering Up Principled Negotiation

What is principled negotiation?

  • Elements of principled negotiation
  • The 5-step negotiation process model
  • Payoffs of principled negotiation

Standards for principled negotiation

  • Baselining negotiation standards
  • Building a wise agreement
  • Efficient and ethical negotiation approaches

Planning Wise Negotiation Outcomes

The components of a negotiation plan

  • Structuring positional analysis with the Johari Window
  • Clarifying potential outcomes
  • Leveraging the power of BATNA
  • Tailoring your situational approach

Forming a negotiation preparation plan

  • Successful negotiation planning
  • Balancing plan components
  • Crafting a negotiation plan
  • Testing plan feasibility
  • Future proofing your plan

Setting the stage for successful negotiation

  • Logistics for successful outcomes
  • Anticipating logistical power plays
  • Building psychological readiness
  • Physical fitness for negotiation success

Timely Starting and Closing Actions

Conducting a principled negotiation

  • Recognizing hidden agendas
  • Making the most of start and stop signals
  • Knowing when to Agree, Bargain, Control or Delay (ABCD)
  • Gaining collaboration and support
  • Sustaining positive momentum

Informal and formal negotiations

  • Distinguishing watercooler vs. boardroom strategies
  • Choosing when and when not to formalize
  • Gauging the best way to close the deal

Going Head-to-Head with "Hardball" Negotiators

Common "hardball" styles

  • Intimidation, games and tactics
  • Moves of classic manipulators
  • Challenging conventional wisdom on "hardball" effectiveness

Principled responses to "hardball" tactics

  • Negotiation tactics for effective outcomes
  • Revealing unprincipled moves and motivations
  • Countering the win/lose mindset
  • Managing emotional pressures

The Psychology of Successful Negotiation

Applying motivation best practices

  • Assessing the communication profile of negotiating parties
  • The impact of beliefs and values
  • Creating and adjusting plans based on SWOT analysis
  • Identifying Emotional Intelligence (E.I.)
  • Multiple Intelligence (M.I.) and communication filters
  • Analyzing communication strengths and challenges

Listening actively for effective negotiation

  • Developing rapport
  • Drafting an iterative negotiating plan
  • Mapping E.I. and M.I. to improve communication
  • Recognizing and valuing diversity in others

Applying Your Skills in an Authentic Environment

Developing agile strategies

  • Moving from one-to-one to inter-team negotiations
  • Deploying an iterative process
  • Conducting resource matrix problem solving

Best practices of principled negotiation

  • Arriving at wise agreements
  • Creating efficacy in the negotiation process
  • Delivering ongoing value through positive relationships and reduced stress
 
http://www.learntree.com/courses/341pf.htm
 
 
1-800-THE-TREE (1-800-843-8733)
TRAINING YOU CAN TRUST
 
 

Negotiation Skills: Achieving Successful Outcomes Tuition

 
Course: 341   Type: RealityPlus   Duration: 3 Days
 
 

Course Tuition
$ 2,390 Standard Tuition
Tuition with a Savings Plan
$ 1,350 10-Day Pass
$ 1,670 Training Passport
$ 1,700 Premium-Pass
$ 2,200 Voucher 10-Pack
$ 2,155 Alumni Gold Discount
$ 2,124 Government Discount
 

 

Your Course Tuition Entitles You To...

  • Class participation
  • Team workshops
  • Use of in-class hands-on equipment
  • Comprehensive course materials
  • Morning and afternoon refreshments
  • Course Completion Certificate awarding Continuing Education Units
  • FREE participation in Professional Certification
  • FREE participation in College Credit programs (including related exams)
  
 

Tuition Savings Plans

Training Passport
  • 3 courses in 12 months
  • As little as $1,670 per course
  • Savings as much as 40%
  • Only $5,000
Premium Pass
  • 4 courses in 24 months
  • As little as $1,700 per course
  • Save as much as 45%
10-Day Pass
  • A NEW way to save on training
  • 10 days of training for one person
  • Save as much as $990 per course
  • Only $4,500
Training Vouchers
  • Save as much as $990 per course
  • Fully transferable
  • As low as $2,200 per course
Alumni Gold Discount Attend your first course and you'll receive a personalized Alumni Gold Discount card, entitling you to save as much as $305 on each course you take within the following 12 months. Take just one course each year and you'll be entitled to ongoing discounts...year after year!

Your Guarantee of Satisfaction

Unless you feel 100% satisfied that Learning Tree delivered even more than you expected, there is no fee for your course attendance. Our Guarantee of Quality lets you experience the value of the course--and then pay only if you feel the course was well worth the tuition.

Enrolling is Easy and Flexible!

Enroll by phone or online. If your plans change, just let us know and, without a fee, you can transfer to another course or cancel your enrollment. Pay after you've taken the course, and then only if you are 100% satisfied.
 
http://www.learntree.com/courses/341pf.htm