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Course Detail

Principled Negotiation

Information on this card refer to a past edition of the course.
Please select a new edition for more information.


Education Center: ISM - Institute for Supply Management
Date: Please check (on your top-right) for a new edition
City: Atlanta, GA

Duration: 3 days

Hone your negotiating and influencing skills with this interactive seminar. You’ll learn how to successfully prepare, plan and conduct a successful negotiation. In addition to exercises and real-world examples, this seminar provides an opportunity to practice what you've learned by developing a negotiation strategy and conducting an actual negotiation. And to ensure you’ve unlocked your negotiating potential, the negotiation simulation will be followed by a debriefing session to clarify and reinforce the negotiating learning points.

Who should attend?
Supply management professionals and others who want to to build or improve the negotiation skills and techniques that are critical in today’s competitive marketplace.

You will learn
- The three keys to success in every negotiation
- Determining the style that provides the consistently best outcomes
- To identify the underlying interests of all parties and develop solutions to meet all parties' interests
- To assess positions of strength for all parties and establish objective standards for determining the fairness of solutions
- To incorporate newly acquired skills into a negotiation strategy and conduct an effective negotiation
- Rules and techniques for effective communication
- How to identify the elements of a difficult negotiation situation
- How to recognize negotiation tactics and respond appropriately
- Strategies and tactics to break through negotiation roadblocks.

You will earn 21 CEH

Course outline
- The foundation of negotiation: What, why and when; Different negotiation philosophies and styles
- The two types of negotiation
- Negotiation ethics
- The negotiation preparation process: Identifying interests versus positions; Exploring different ways to meet the interests of all parties; Developing win-win proposals and preparing concessions; Determining walk-away alternatives to decide when to stay and negotiate and when to leave; Assessing positions of strength and using that assessment to conduct the negotiation; Identifying objective standards to ensure the fairness of proposals
- Strategy development: Using results of preparation to develop an integrated strategy; Who negotiates; When to negotiate; Where to negotiate; How to operationalize the plan; The importance of identifying key stakeholders, their interests and buy-in
- Developing an effective negotiation style: The attributes of a good negotiator and how you can develop them
- Conducting the negotiation: Putting your strategy into action; Monitoring your progress and maintaining flexibility
- Communication techniques: Active listening; Types of questioning styles; Expressing views effectively; Identifying and clarifying assumptions and assessing validity
- The power of alternatives to a negotiated agreement: To reveal or not to reveal; How to discover the other party's alternative(s); How to increase your negotiating power by developing a walk-away alternative
- Positions of strength: Improve your ability to assess a situation and identify all of the issues that give each party their strength; Improve your ability to use this information in the negotiations
- Negotiating tactics/styles: Different types of tactics; How to recognize them; How to counteract them and get things back on track
- Elements of complex negotiation situations: Reactions and emotions; Entrenched positions; Lack of focus on win-win; Perceptions of power
- Dealing with complex negotiations: Sole source; Negotiating electronically or over the phone, internal negotiations; Team negotiations; Conflicting negotiating styles; Deadock positions; Raging emotions; Backdoor selling; Negotiating with friends as suppliers; Lack of authority; High pressure; Negotiation settings
- Negotiating strategic business relationships
- Utilizing coalitions or agents in a negotiation
- Post-negotiation performance evaluation

© Copyright ISM 2016



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Other editions of this course
in United States:

4 Jun 2018  -  Denver, CO


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