Strategic Negotiations

This course is appropriate for anyone who wants to maximize value delivery in their professional or personal lives. It teaches concepts that can be used to improve the outcomes, both financial and emotional, for any negotiation.

Description

Overview

Learn to evaluate, plan, and successfully execute negotiations that benefit all parties. This course teaches a proven process that can be used in any assessment of value and delivers exceptional value for all parties. Attendees will learn to assess the consequences of a non-agreement, accommodate power differentials, create value in your proposal, develop multiple equal offers, and seal the deal.

Course Objectives

After completing this course, students will be able to:

  • Assess Consequences of Non-Agreement
  • Accommodate the Power Differential
  • Create Value in your Proposal
  • Develop Multiple Equal Offers
  • Seal the Deal

Who Should Attend

This course is for anyone who wants to maximize value delivery in their professional or personal lives. It teaches concepts that can be used to improve the outcomes, both financially and emotionally, for any negotiation.

Course Outline

Lesson 1: What is a Negotiation?

  • Define and Dissect
  • Negotiation Framework

Lesson 2: The Strategic Negotiation Process

  • Finding the Agreement Zone
  • Creating and Dividing Value

Lesson 3: Establishing a Negotiation Goal

  • Power Differentials
  • Consequences of Non-Agreement
  • Planning and Preparation

Lesson 4: Holding a Validation Meeting

Lesson 5: Developing a Strategic Negotiation Practice

About the Instructor:

Our instructor has 30+ years as a corporate trainer, business process consultant and data architect for Fortune 500 companies. She is the recipient of the 2006 National Leadership Award from the National Business Advisory Council, as well as the 2006 U.S. Congressional Medal of Distinction for Leadership. Marie has served as a primary consultant on major projects for American General Life & Accident, Cargill Inc., DuPont, General Electric, Procter & Gamble, GTE Sylvania, IBM, Rand McNally, Kennametal, Trane, ADP, TVA, Rubbermaid, E.W. Scripps, Volvo, Department of Defense, Oak Ridge National Laboratory and Maximus. In this role, she provides consultation to client companies helping them achieve their human performance and technology goals.

Areas of Expertise: Strategic Negotiations, Training Delivery & Facilitation, Project Management, Business Process Analysis, Database Design/Conversion, IT Change & Configuration Management, MS Project Server, MS SharePoint Server

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