Effective Negotiating
Reach win-win agreements through smart negotiating.
Course Description
Effective negotiating has never been more vital to success. Intense competition, rising costs, growing stress and discord, consolidation, and shrinking margins are some of the hallmarks of business today. These challenging times are putting unprecedented demands negotiating skills. Today, in a very real sense, bargaining skills can determine whether a business flourishes, endures, or disappears.
Effective Negotiating is a fast-paced, dynamic workshop that gives students a wealth of powerful tools and new ideas they can use to negotiate more successfully for their organizations and themselves. Students can experience an immediate, dramatic improvement in their negotiating skills through the use of easily-learned, win-win negotiation techniques. Through interactive lectures, discussions, and in-class simulations, students learn best negotiating practices for reaching successful agreements and building stronger relationships.
Learning Objectives
As a result of successful completion of this one-day workshop participants are expected to:
- How to use and defend against today's most effective negotiating strategies and tactics.
- How to overcome their natural reluctance to bargain.
- How to thoroughly prepare for their negotiations.
- How to negotiate in a commoditized market.
- How to identify negotiation issues, objectives, priorities, and potential tradeoffs.
- How to set opening, target, and bottom line positions.
- How to prepare a negotiation agenda.
- How to establish and maintain a positive negotiating climate.
- How to spot and avoid the most common negotiating mistakes.
- How to effectively use and manage negotiating teams.
- How to achieve creative, long-lasting, "win-win" agreements.
Course Details
- Length: One Day
- Audience: Account Managers/Finance/Leadership/Legal/Purchasing/Logistics
- Optimum Class Size: 20
Facilitator
Negotiating luminary and “America’s Negotiating Coach” Jim Thomas is a Washington, DC attorney, speaker, trainer, media personality, and author of the HarperCollins business bestseller Negotiate to Win. For the past 30 years, Jim’s law practice has focused exclusively on negotiating. His negotiating work includes mergers, acquisitions, LBOs, sports and entertainment, arms control, the environment, trade and diplomacy, real estate, labor relations, and a host of other fields. Jim was a member of the United States’ negotiating team in the successful Intermediate Nuclear Forces (INF) negotiations with the former Soviet Union. His clients include most of the Fortune 500, as well as non-profit groups, professional and trade associations, and federal, state, and local governmental agencies.
Jim is a popular speaker and a frequent guest on television and radio programs including CNN, ABC News, and Fox News. He teaches negotiating at The Georgetown University Law Center and the Pacific Coast Banking School. Jim is a graduate of the University of California at Los Angeles and The Georgetown University Law Center. He resides in Washington, DC and Sunset Beach Island, North Carolina.
For additional information or to arrange a workshop
Please contact our Sales Department at: sales@ani-training.com