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| 2008 Dates: |
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September 29-30 |
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| 2008 Cost: |
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$2,700 |
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Overview
Interpersonal skills are essential to success in the business and professional world. Of these skills, none is more vital than the ability to negotiate effectively. This seminar teaches you the skills and techniques that make you a more effective negotiator, both on and off the job.
Who Should Attend
- Junior and mid-level executives and professionals who have had little, if any, formal negotiation training
- Mid-level managers who want to improve their negotiation skills in order to position themselves for advancement
- Managers who have not taken a negotiation seminar in the past 5-plus years and need to update their negotiating skills
Key Benefits
- Assess your strengths and weaknesses as a negotiator
- Learn the approaches that successful negotiators use
- Develop your negotiation skills in a setting that provides clear, meaningful feedback
- Identify new negotiation techniques that will improve your interpersonal skills, especially with senior managers
Program Content
| Topics Covered |
- Why so many good negotiators think they're bad
- Characteristics of good negotiators
- How "hard-wired" biases interfere with good negotiating and what to do about them
- Avoiding unnecessary conflict in negotiations
- "Interest-based/principled" negotiation and why it is usually more successful than "hardball" negotiation
- The four critical steps to planning for a negotiation
- Protecting yourself against opponents who lie
- Negotiating with parties who appear to have more power
- Recognizing and controlling strong emotions in tense negotiations
- Recognizing and dealing with unfair negotiation tricks by the other side
- Ethics in negotiation
- Role of gender and ethnicity in negotiation
- Questioning the other side and defending against probing questions
- Whether and when to make the first offer in a negotiation
- Recognizing and dealing with "difficult" people
- "Win-win" negotiation: What it truly is, when it is appropriate and how to achieve it
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Faculty
Robert Adler
Participant Comments
"Bob Adler was excellent - his personality - his communication skills, his content and examples were excellent. I will definitely improve my skills from this experience."
"This seminar offered a lot of insight both to the way I negotiate and how I can be better, but also the ways others negotiate (which I find as valuable a perspective). Dr. Adler makes me want to come back for more. Wonderful, wise, and pragmatic."
"I learned so much from the practice negotiations. I think learning from my peers was as valuable as from Dr. Adler. I would definitely recommend to others."
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Our Approach
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