Art of Negotiation (in Organizations) Training Course

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SKU: 0005

Negotiations take place all around us. The Performance Management Academy believes that free and open communications lead to healthy, vibrant and successful companies where viewpoints and ideas are exchanged readily. Varying organizational goals and objectives result in the need for internal and external negotiations resulting in the requirement for business people to be trained in this essential life skill. The Art of Negotiation (in Organizations) explores the strategic aspects of negotiating and provides the tools to prevent and resolve disputes and secure desired and negotiated outcomes.

Course Summary:
The Performance Management Academy recognizes that Managers and employees require the appropriate skills to engage in open discussions and negotiations with each other and with internal and external customers. As negotiation takes place around us, management and staff need to be skilled and confident in negotiating techniques.  The goal of negotiations is mutual satisfaction and having the needs met of all parties involved as well as the overall needs of the organization. This course helps you to prepare and conduct real-world negotiations with business partners, clients, suppliers and colleagues.

Course Outline and Key Topic Areas include:

•    Types of Organizational Inter-Relationships
•    Transactions that Require Negotiations
•    Ensuring a Successful and Caring Approach
•    Insisting that Both Sides, the Organizations and the Work-Groups Win
•    Resolving Issues Without Negotiating/Knowing When to Negotiate
•    Negotiating Types and Styles
•    Using Communication and Listening Skills to Set the Tone and Control the Negotiations
•    Use Persuasive Skills to Make Your Point
•    Creating a Good Negotiating Environment
•    Understanding Your Needs, Your Customer’s Needs and Individual Motivations
•    Developing and Evaluating Alternatives to Strengthen Your Position
•    Learning to Identify and Develop Alternatives that Lead to a Win-Win Solution
•    Steps to a Negotiated Solution and to Achieving a “Yes”

2 Days – the course uses a multi-pronged approach to learning these skills

Who Should Attend:

Managers, sales staff, purchasing agents, financial intermediaries, human resources and all staff that are involved in negotiation scenarios within a company.

How You Will Benefit:
•    Understand the organizational situations and transactions that require negotiations
•    Learn why a “principled negotiation” works best
•    Develop the skills to create a good negotiating environment
•    Learn to develop a “caring approach” and insist that both sides win – and that organizations and work-groups also win
•    Learn how to resolve issues without negotiating
•    Understand when you need to negotiate
•    Recognize negotiating types and styles
•    Learn to use communication and listening skills to “set the tone” and “control” the negotiations
•    Develop the skills to persuasively present your position
•    Learn how to handle hardball negotiations and intimidation tactics
•    Understand the desirable traits of a successful negotiator
•    Build the skills to analyze and identify individual and organizational motivations
•    Learn to identify and develop alternatives that would strengthen your position
•    Learn to develop your “best alternatives” and empower your “walk away” position
•    Learn the steps to a negotiated solution and to achieving a “Yes”
•    Learn to alter the approach between “high trust” and “low trust” negotiations
•    Understand how to optimize the negotiated solution

Upon completion, participants will receive a Certificate of Completion from The Performance Management Academy.



Price: $1,590.00

Please select the preferred date of the program you'd like to register for. See Locations and Schedule.