Negotiating to Win

Negotiating to Win Gain the skills, insights and competencies required in all negotiations—in every industry—at every level. Whether it’s allocating resources for a project, funding a new initiative or establishing a supply chain for a new product or service, negotiation is inevitably at the heart of the process. This is especially true when the economy is in a downturn, and priorities and resources are subject to change with little or no warning. But few people are prepared with an understanding of the structure, techniques and approaches available to them as they seek to positively influence an outcome. This hands-on training gives you a step-by-step guide to effective negotiation. You must identify the problem, understand it from the other’s perspective, generate alternative solutions, and select a solution that benefits both sides. All parties need each other to achieve their goals. Negotiation focuses on solving the problem and closing the gab between what both parties want. Learning Objectives Identify What Is Negotiable in Typical Business Situations Apply the Six Stages of Negotiation Apply the Principles of Persuasion to a Negotiation Identify Ways to Adjust Communication Styles to Achieve Agreement Craft a Negotiation Strategy for a Business Negotiation How You Will Benefit Know when—and when not—to negotiate Develop an effective plan and strategy for any negotiation Know what behavior to adapt at each stage of the negotiation Adjust your communication style to achieve desired results Successfully apply the principles of persuasion to any negotiation situation Effective negotiate face-to-face, on the phone or through e-mail and other media What You Will Cover What is Negotiation? The basic concepts of negotiation What is negotiable in typical business situations Identify approaches to negotiation Negotiation Stages Identify the six stages of negotiation Use appropriate behaviors in each of the stages Define the influences on the negotiation process Planning Your Negotiation Plan a negotiation Determine a settlement range Apply the planning framework in practice negotiation Persuasion Apply the persuasion process Use the frame/reframe process to understand the other party Examine possible approaches to use when there is confrontation Use listening skills in the negotiation process Communication Explain the four dimensions of DISC and the style tendencies of each Describe the characteristics of dual styles and their impact on negotiations Describe how to adapt style to maximize the results of negotiations Identify why negotiations become derailed and how to avoid negotiation traps Crafting a Strategy for Your Negotiation Plan a strategy to apply your negotiations Describe the process of identifying a problem or issue for negotiation Identify steps and techniques for choosing appropriate communication methods Create and apply a strategy for a business negotiation simulation Action Plan Apply what you’ve learned to plan a negotiation for back on the job Who Should Attend Those responsible for negotiating the best possible terms of an agreement for their organization. Note: this program in not intended for labor union negotiators of either side.   Training Course Seminar Workshop Provider Download Training Catalog 2009

Instructor Schedule April 20-22, 2009 3 days Venue Sahid Raya Hotel Solo Tuition Fee  Rp. 4.800.000,-   per participant, excluding accommodation & tax. Registration Send by email -or- fax to: PT. FOCUS TRACO INDONESIA Wisma Pakuan, Jl. Pakuan 12 BOGOR – 16143 (021) 7009-9943   (0251) 2169-150 (0251) 7534-984 training@focustraco.com