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Sales Representatives, Sales Management, Purchasing staff
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Advanced Negotiations  

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Seminar Summary:

This Two-Day Advanced Negotiation Training class is designed to help even a seasoned negotiator develop more confidence and skill in this fast-paced world of complex negotiations. Our experienced professional negotiation training instructors will lead participants through a highly interactive, practice-driven program that focuses on refining their negotiation preparation skills and taking them to the next level.  (see full course description)

 
 

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Training Course Syllabus:


In the world of business, there are negotiations and then there are negotiations. On one hand, there are simple negotiations for commodities and services where things like price, terms and delivery are easy to define and the outcome of the process is almost predetermined. However, in today’s hypercompetitive global economy, the scope and significance of negotiation can involve intense, high stakes interactions revolving around a series of complex issues affecting multiple parties. When facing these more sophisticated situations, negotiators need highly developed skills and strategies to guide them through the intensive preparation and planning process that is often the difference between getting what you want and settling for what the other side will give you.

Our Two-Day Advanced Negotiation Training class is designed to help even a seasoned negotiator develop more confidence and skill in this fast-paced world of complex negotiations. Taking up where our acclaimed Win-Win Negotiations training class leaves off, our experienced professional negotiation training instructors will lead participants through a highly interactive, practice-driven program that focuses on refining their negotiation preparation skills and taking them to the next level.

OBJECTIVES:

Participants will learn

  • How to better understand every aspect of the other side in advance of the actual negotiation, including how to develop detailed insights into behavioral styles, tendencies, issues and interests.

  • How to gain a thorough understanding of the other side’s options to negotiating an agreement, thus providing your side options to gain or offset leverage.

  • How to adjust the pace and tone of the negotiation according to the behavioral and personality styles of the other side, in order to maximize your side’s ability to frame the issues to your best advantage.

  • How to create leverage/power when the other side appears to have all the power.

  • Strategies to deal with high level, complex situations and multiparty negotiations where issues and interests must be balanced on all sides during tense, high-stakes bargaining sessions.

  • Sophisticated, detailed negotiation practice sessions. Scenarios can be customized for private clients to replicate the real world challenges your team faces every day.

Seminar Time:  8:30 AM - 5:00 PM

Class size is limited to 20 attendees.  Pre-registration is required.

Seminar Summary:

This Two-Day Advanced Negotiation Training class is designed to help even a seasoned negotiator develop more confidence and skill in this fast-paced world of complex negotiations. Our experienced professional negotiation training instructors will lead participants through a highly interactive, practice-driven program that focuses on refining their negotiation preparation skills and taking them to the next level.  (see full course description)

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