CARTHENA ADVISORY


Negotiating For Results

People who can master the art of negotiation find they can save time, save money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in the workplace.

 

Negotiating is a fundamental fact of life at any level. Whether you are working on a project or fulfilling support duties, this two day workshop will provide you with a basic comfort level to negotiate with both internal and external clients. This interactive workshop includes techniques to promote effective communications and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.

  • Understand how often we all negotiate and the benefits of good negotiation skills.

  • Recognize the importance of preparing for the negotiation process, regardless of the circumstances.

  • Identify the various negotiation styles and their advantages and disadvantages.

  • Develop strategies for dealing with tough or unfair tactics.

  • Gain skill in developing alternatives and recognizing options.

  • Have the opportunity to practice the “how to” of these skills in a supportive environment.

  • What is Negotiation?

  • The Successful Negotiator

  • Preparing for Negotiation

  • The Nuts and Bolts

  • Making the Right Impression

  • Getting off to a Good Start

  • Exchanging Information

  • The Bargaining Stage

  • Inventing Options for Mutual Gain

  • Getting Past No and Getting to Yes

  • Dealing with Negative Emotions

  • Moving from Bargaining to Closing

  • The Closing Stage

  • Instruction/facilitation will be led virtually OR on-site

  • Interactive class sessions driven by case studies and real life scenarios

  • Specialized workbook, quick reference guides and handouts for participants

  • Personalized certificate of completion

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