Upon completion, you’ll be able to:
Be a more successful negotiator both in short term, day-to-day negotiations and longer term, complex ones
Communicate more effectively with colleagues, customers, suppliers, and other business partners Identify their unconscious default negotiating style, and learn ways to modify their style to better fit the demands of the negotiation situation
Manage the process – not just the content – of the negotiation
Reach satisfying, sound agreements that are good for themselves, their department, and company where the relationship is maintained and possibly improved
Understand the role that leverage and reciprocity play in the give and take of the negotiation conversation
Plan for the inevitable concessions in a way that preserves your margins
Be better able to deal successfully with the aggressive ”hardball” negotiator and identify and counter their tactics
Build – and test – a plan for a live, current negotiation