WIN-WIN Negotiations (like professionals)

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Location

University of Phoenix

3755 Breakthrough Way

Las Vegas, NV 89135

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Event description

Description

WIN-WIN Negotiations


In this programme delegates will discover and learn about:

How to reach mutually satisfying agreements (WIN-WIN concept) by Siegel® HR

  • disengaging the people from the problem,
  • focusing on interests, not positions and
  • working together to find creative and fair options.


To achieve the above goals, preparation, planning and structured thinking are important pre-requisites, but they alone will not ensure your success!

Who should attend?

Professional negotiators, top managers, sales managers, account managers, purchasing managers, supply chain and procurement representatives.

Course objectives

During training, alongside the WIN-WIN concept, both the communicative behaviour of the negotiators and the reaction from the partners are observed and recorded.

The outcome is compared with the Siegel Communication Analysis Model CA®. The results give a clear indicator for areas of improvement and form part of the personalised feedback sessions.


Course contents:

Preparation

  • Setting objectives and fallbacks (yours and theirs)
  • Define negotiable issues, priorities and limits; define the mandate
  • Determine the cost of concessions


Planning

  • Evaluation of own strengths and weaknesses as well as the balance of power
  • Planning for options and how to bargain and persuade
  • Long term success versus short term success


Conducting negotiations

  • CA®-model for your communicative success
  • Persuasion, power, bargaining
  • Overcoming difficult situations (deadlocks) in negotiations

Successful outcomes

Course methodology

Combines and connects theoretical input with intensive practical exercises and role training, supported by audio recordings for analysis.

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Date and Time

Location

University of Phoenix

3755 Breakthrough Way

Las Vegas, NV 89135

View Map

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