Understanding the Negotiation Process and Negotiating Outcomes
On the first day, participants will learn what is meant by negotiation, their potential and attitude to negotiations, and the key sequence of negotiating steps. The sequence of negotiating steps will help them learn to appreciate the value of completing one step before proceeding to the next.
Communication and Human Behavior in Negotiations
Negotiation will always be a process that involves people. Participants will learn how to use effective listening and questioning techniques to understand the motivation of the different personalities with whom they are negotiating. They will also learn how to use this to influence the other party to achieve better results. The advantages and disadvantages of negotiating by phone or email will also be reviewed in the context of how cultural differences affect international negotiations.
Bringing the Deal to a Successful Conclusion
Course participants will learn how to develop alternative bargaining strategies and the corresponding effective bargaining techniques. This session will also provide direction on how and when to avoid premature bargaining, how to resolve impasse, how to deal with conflict, and how to offer and extract concessions. This will be followed by how to recognize closing signals, confirm and follow-up, and how to lock in what has been agreed. Following the tips on how to negotiate in teams, participants will move on to implementing what they have learned in a team negotiation centered around the award of a contract.
Course participants will learn what is meant by the Breakthrough Strategy and how it can be used to deal with difficult people and difficult situations. Each of the methods will be supported by examples and the opportunity for participants to identify and practice them, then apply them in a team environment.
Conflict Management Styles and Disputes
Participants will learn the subtleties and respect that will need to be applied to international negotiations, what conflict management styles they may use under differing negotiation conditions, and a structured approach to dealing with contract disputes. Participants will also be provided with the opportunity to practice them and then apply them in a team environment. Learning will be consolidated by reviewing research findings about the habits of successful negotiators.
|Event Date||02-25-2019 8:00 am|
|Event End Date||03-01-2019 5:00 pm|
|Registration Start Date||01-31-2019|
|Cut off date||02-15-2019|
|Speaker||Professor Abraham Nevchofski|