Negotiation
A Human Relations Approach
Your business day is a series of negotiations, and your ability to use integrative negotiating skills can make all the difference in your negotiating success. Integrative bargaining is a negotiating strategy that is essential to influencing people and facilitating constructive, positive business relationships.
This training goes beyond simple price negotiations and focuses on relationship-building and value creation, making it beneficial for professionals across various roles in an organization.
Course Dates
Please refer to the schedule below for date and registration information.
Training Objectives
Collaborate to Win
• Understand the characteristics of an effective negotiator
• Identify the issues of negotiations beyond price
• Learn a process for negotiating
Analysis
• Analyze negotiation actions and agendas from the other party
• Uncover alternatives and added value available to the other party
• Create side-by-side problem solving rather than confrontation
Leveraging Personality Styles
• Recognize the four dominant behavior styles
• Identify your style and how you react under pressure
• Sell effectively to people of different styles
Bargaining and Agreement
• Identify ideal, realistic, and fallback targets for both sides
• Respond to common negotiation tactics
• Implement strategies for effective negotiation planning and preparation
How it will help you
Integrative bargaining is a negotiating strategy that is essential to influencing people and facilitating constructive, positive business relationships.By understanding the importance of uncovering critical needs during the negotiation process and capitalizing on meeting those needs, you will be able to convert difficult stakeholders to a beneficial situation and bring in a win for your organization.
Suitable for
This training is designed for business professionals who need to improve their negotiation skills. The key target audience includes:
1. Sales Professionals
Those who negotiate pricing and contract terms with clients.
People looking to strengthen relationships with customers and achieve win-win outcomes.
2. Procurement/Purchasing Professionals
Individuals negotiating costs and contract terms with suppliers.
Those who need to extract additional value beyond just price reductions.
3. Managers & Leaders
Professionals who handle negotiations within and outside their organization.
Leaders who want to improve their ability to align interests and achieve team goals.
4. Business Development & Partnership Managers
People responsible for forming strategic alliances and partnerships.
Those negotiating new business opportunities while ensuring mutual benefits.
5. Consultants & Project Managers
Professionals who need to negotiate with clients and stakeholders to drive projects forward.
Those who want to develop collaborative problem-solving strategies rather than confrontational tactics.