As a company, department, or team, are you creating the greatest mutual gain in your deal making? Your organization can become confident in its negotiation skills. Negotiation skills are applicable across a spectrum of business situations.
Bring this two-day negotiation training course to your company. Participants expand their skills by practicing new negotiating techniques to create more success for both parties involved—gaining more than what was originally thought possible.
Negotiating success is a function of strategy; evaluated by what was gained versus what was given, what was created, and the long-term effect of the agreement.
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Benefits
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Contents
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Who Should Attend
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Instructor
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Hours & Credits
Bring The Successful Negotiator Course to Your Company to:
- Learn how to read opponents and manage the ‘balance of power’ in a negotiation
- Apply the knowledge of what really goes on behind the doors of high-stakes negotiations
- Learn how to prepare to resolve every negotiation to your satisfaction
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The Purpose, Possibilities, and Power of Negotiating Skills
- Critical elements of a negotiation
- Short-term versus long-term agreements
The Inner Game of Negotiating
- Determining your assumptions
- Negotiating styles—yours, and your opponent’s
Preparing for the Negotiation
- Doing your homework and determining your opening position
- Defining your objectives, criteria, and rationale
- Scripting and practicing
- Assessing the needs, fears, wants, and concerns of both parties
Building the Framework
- Establishing immediate rapport
- Clarifying and managing expectations
The Negotiating Encounter
- Converting adversaries into allies
- Taking positions that pay high dividends
- Breaking a deadlock
- On-the-spot risk management and problem solving techniques
- Walking away and coming back
Managing Concessions
- Avoiding giving unnecessary concessions
- Using concessions to your advantage
Power: Getting, Keeping, and Using It
- Increasing your power and projecting strength
- Facing fear, confusion, and intimidation
Avoiding the Pitfalls
- How to prevent unwanted surprises
- Underestimating and overestimating power
- What to do when you have ‘blown it’
Identifying, Handling, and Controlling Manipulation Tactics
- Escalation
- Mid-course switch, deadlines, and time tactics
Speaking the Language
- Reading and projecting nonverbal communication
- Using effective listening—empathic power
- Assessing hidden meanings and agendas
After the Negotiation
- Leaving and maintaining goodwill
- Monitoring the effects of the negotiation
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| Senior managers, project managers, business analysts, purchasing and technical professionals wanting to improve their personal influence and effectiveness. |
| Schedule |
Day 1 - 8:30 AM - 4:30 PM
Day 2 - 8:00 AM - 4:00 PM
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CEU :
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1.4 |
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PDU :
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14 |
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| Download Course Brochure (PDF) |
Course Instructor
Dr. Rob Rutherford click for bio
Special Features
Each participant will receive a copy of
Dr. Rutherford's book: How To Get From No to Go: The Magic of Negotiating Winning Agreements.
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Comments from Past Participants
"The Successful Negotiator course at Caltech IRC was excellent, and the instructor's humor really added a lot. I found that interacting with other professionals in a safe environment and bouncing ideas off one another one of the most valuable aspects of the course."
Jason W. Way
Purchasing Manager
- Plant Capital
- Fleet Manager
Foster Farms - Poultry Division
“Caltech IRC’s course, The Successful Negotiator, is very relevant and intellectually stimulating. The instructor kept the presentation interesting by including very good stories. I also found the simulation exercises very valuable.”
Debbra Hoy
Assistant VP, Human Resources
Lincoln Electric System
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