“He did a fantastic job. In three and a half hours he not only familiarized our people with the psychology of change, but also walked them through how the proposed changes for next year will impact them and our clients.”

Christine Herb, VP Professional Services
Accela

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“We saw value starting the next day [...] Within a week, I was able to take a subset of our leadership through his prioritization process and we were able to drive significant clarity into our portfolio, even postponing projects that did not squarely align with our strategic goals.”

Kristi Earhart, Acquisitions and HR Project Management
Holiday Retirement

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“Twelve months later we were still referring to many of the outcomes to continue to channel behavior in a positive manner. This 90-minute presentation changed how we do projects in a very positive way.”

Steve Hufford, Enterprise Architect
Portland General Electric

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Friday, 30 November 2012 00:00

Negotiation: The Art and Science of Getting What You Want Workshop

People fail to realize how many actions in personal and profession lives require negotiation. Whether managing contracts, running a project, or working on a raise, negotiation is a daily task. Implementing a process around negotiation and understanding the techniques for convincing your “buyer” of the need are critical in maximizing your chances for success. The planning that a process provides ensures collecting the correct information for preparing and proposing the new idea.

This workshop teaches the attendees:

  • The need for a negotiation process.
  • How to define the goal of a negotiation process.
  • What is done at each step of a negotiation.
  • Ten negotiation techniques and how to use them.

Learning is achieved through the combination of lecture, class break-out, and analysis of business and non-business examples. It is a highly interactive, student-focused environment that teaches practical information that can be put to use immediately.

What you will cover:

  • The process of negotiation.
  • The value of thorough planning prior to a negotiation.
  • How to build additional value in a negotiation.
  • Negotiation techniques.
  • The various roles in a negotiation.

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