Contemporary Negotiating: Principles, Strategies, and Tactics

1 Full Day  |  .6 CEUs

As much art as it is science, negotiation is also a learned skill. This one-day program will show you the strategy and principles of negotiations as well as describing tactics and counter tactics that can be utilized during the negotiations process. You will also learn how to develop a winning negotiation strategy producing better results in your future negotiations.

The strategies, tactics and principles of negotiation remain the same in both our business and personal life and all of us engage in the negotiations process on a regular basis. In business we may seek to negotiate a better price from a supplier, hire a consultant or sell goods and services for a greater profit. In our personal life we negotiate where we will go for dinner, what movie we will see and where we will spend the next holiday.

Knowledge and use of effective principles in negotiations is one of the keys to business and personal success. These negotiation fundamentals can be learned, and with practice will enhance business results and enrich our personal life.

 

Program Description

Topics covered in the program, include:

• Questioning Techniques - how to effectively use questioning to gain insight
• The art of mutual agreement - creatively discovering opportunities for mutual gain
• The principles of negotiation - how negotiations are structured
• Power in the negotiation - yours and the other participants
• The power of information - how to use your knowledge effectively
• Timing in negotiations - using time to your advantage
• Strategies for the negotiation -starting the negotiation, handling yourself, moving ahead, making concessions, and your opponent
• Tactics for the negotiation - and handling the tactics of the other parties

 

Learning Outcomes

You will learn negotiation tactics that you can employ. You will also learn how to identify and defend against these tactics when they are used by the other party. While win-win is usually the objective of a negotiation, it is always nice to be the party who wins a little more.

 

Audience

Salespeople, lawyers, accountants, managers and leaders in need of strong persuasion skills; business people seeking a greater market share and increased profit; purchasing agents desiring to learn how to control sales calls and individuals looking for the key to successfully and creatively resolve or avoid disputes in all aspects of business

 

Delivery

Any of the executive education programs offered by the Hudson Center of Entrepreneurship and Executive Education (HCEEE) can be delivered to your organization at your location Please contact us for more information.

 

Program Fee

Program fee varies based on the size of your group and includes tuition, instructional materials and lunch. Please contact us for more information.