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Home | Services | Executive Training | Introduction to Negotiations |
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Introduction to Negotiations
Class Size: 12-16 Participants
Length: 3 Days
Rationale:
Turning up to negotiate without training and thorough preparations is common and is a recipe for disaster. Focused on buy/sell negotiations this course shows participants how to prepare and conduct team negotiations through a series of case activities.
Participants reinforce skills and learning through considerable role-playing with classmates and instructors. Uses the negotiations worksheet to document and deliver all issues to be negotiated.
Attendees:
The strict discipline required in preparation and delivery benefits any team negotiating on your company’s behalf. This course is essential to support the strategic alliance process. Purchasing, marketing/sales, engineering, production, information systems, and accounting/finance personnel.
Timing:
This course is beneficial at any time but is particularly so several weeks before your company is to undertake team negotiations with third parties
Objectives:
After completing this course, participants will be able to:
- Describe factors in effective negotiations.
- Determine the most effective types of negotiation.
- Determine and prioritize what to negotiate.
- Prepare to negotiate using Negotiations Worksheets.
- Determine roles in team negotiating.
- Negotiate for mutual gain.
- Distinguish between positive and negative tactics.
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