Principled Negotiation Skills for Businesses

About The Course:

Most people are uncomfortable negotiating. They are afraid of losing and being critically judged. They do not believe they will achieve a good result. They are easily intimidated. They are afraid to make demands, to reject a proposal, or to appear difficult in the eyes of the other party. This is understandable, because negotiation is widely seen as a serious business.

However, negotiation is also a game. It is a game of strategy and tactics, which you can learn and use to your advantage. There are elements of skill and chance, and the more skill you develop and the better you prepare the less you are affected by chance.

And while negotiation is a game you can win or lose, it is also possible for both parties to win. In fact, because most people in business today negotiate repeatedly with the same partners, a win-win outcome is essential in maintaining positive relationships.

A successful negotiation requires thorough preparation: gathering information, identifying interests and currencies, and creating options. It also requires an understanding of negotiating power, timing, tactics, and counter-tactics. Finally, successful negotiators must know how to guarantee they will not lose by developing a strong Plan B.

This practical and interactive two-day workshop was designed for people who must negotiate in a variety of settings. Based on the “principled negotiation” approach developed at Harvard, it is facilitated by David Goldwich, a trained lawyer and mediator.

This program focuses on understanding the negotiation process, preparing for negotiation, and developing a framework for negotiating win-win outcomes with customers, vendors, and partners as part of a long-term relationship.

Who is this course for?

Managers, supervisors, department heads, purchasing agents, contracts officers, lawyers, bankers, financial advisors, executives, sales and marketing staff, customer service representatives, administrative and technical staff, and anyone whose work requires them to negotiate with and influence others.