Negotiating to Win

A complete training programme to train your people in the art of Win-Win negotiation.

Date: 11 March 2010
Location: Nortel Business Park,
Doagh Road, Newtownabbey

Introduction

Everyone negotiates everyday. Whether it's who cooks the dinner, conflict resolution between departments or how you manage major buying decisions. People often see themselves as having only two choices, play it hard or soft, force a compromise from the other side or avoid the conflict and give in to the other side’s demands. Others see a straight line between their position and the position of the other side and assume that negotiation means meeting somewhere along that line, hopefully nearer to their position than the other side’s.

In today’s highly competitive business environment the loyalty of customers and staff alike is crucially important and so the win-lose approach no longer applies. As customer expectations staff involvement rise, being able to influence others in ways that strengthen relationships becomes ever more important.

What is this approach?

This training workshop enables participants to self-discover the essential principles in Negotiating with Synergy. It is an ethical, principled, Win-Win negotiating process based on research from the Harvard Negotiating Project and the international best seller “Getting to YES” by Fisher and Ury.

It has been tailored to suit the Northern Ireland context and is the latest addition to the management and leadership training portfolio from the Centre for competitiveness.

The objectives of the workshop are: -

• To enable self-assessment of current negotiating style and preferences. The online self-assessment is conducted in advance of the workshop and provides the basis for the participants personal action plan.

• To identify Best Practice in negotiating with synergy.

• To enable self-discovery of principles relevant to forthcoming negotiations.

What happens on the day?

This 1-day, interactive workshop is based in two parts: -

• Morning – the game “Say Cheese!” is played as a fun-to-do active learning activity. A variety of activities over the three hours ensure high levels of participation and interaction by participants.

• Afternoon – a series of role-plays are presented to participants for them to practice the principles and techniques learned in the morning, and to build confidence.

Upon completion of the training workshop, participants should be able to: -

• Use a planning process to better prepare for negotiations.

• Use a range of questions to uncover interests behind stated positions.

• Evaluate the progress being made against a robust assessment tool.

• Develop confidence in approaching negotiations.

Each participant will take away with them: -

• Personal negotiating styles feedback report.

• Learning and insight that can be applied in the work place tomorrow.

• Personal Action Plan outlining three areas of personal improvement and behaviour change.

Who would benefit from this approach?

Absolutely anyone who is involved in dealing with people, whether internally or externally. It is equally appropriate for the private, public and voluntary sectors and for any size of company or organisation.

Interested

You can register online now by clicking the button below or for further information call Patricia Williamson on (028) 9073 7950 or email patricia.williamson@cforc.org 

Fee
Members of the Centre for Competitiveness £275+VAT
Non-Members £350+VAT

Cancellation Policy
Any cancellations made up to 10 days before the event will result in a 50% refund.
Any cancellations made up to 5 days before the event will result in a 10% refund.
An absent attendance to a booked event means no refund.

In-House Option

This course can be delivered in-house, either in full or in modules, it can be tailored meet your specific needs or as part of a wider people development programme. Please contact us for further information.

Upcoming Events
A full list of upcoming Members' Network and Training events can be found at www.cforc.org/events