Course Details
Negotiating for Results
New dates will be available shortly
Professional Development
Negotiation
New Zealand Institute of Management
4th Floor, Phillips Fox Tower, 209 Queen St, Auckland, CBD
Two Days
27 & 27 July 2012
27 & 27 July 2012
$1,200.00
for members and $1500.oo for non members
for members and $1500.oo for non members
BUSINESS CHALLENGE
This programme will help participants to develop the practical skills to negotiate successfully in any business setting where mutual benefit and ongoing relationships are central. It will provide participants with the knowledge and practice to prepare, conduct and conclude commercial as well as conflict negotiations.
TARGET AUDIENCE
Participants will benefit if...
They are responsible for the resourcing of a (project) team and have to negotiate budgets, outcomes and conditions
Their job is to acquire or arrange products or services at acceptable rates and conditions
They are providing or selling products and services, and need to negotiate prices and conditions
They encounter conflicts of interest and need to manage these in an assured and confident manner
They wish to ensure that they can confidently identify and handle emotion, aggression, deception or insincerity at the negotiating table
LEARNING OUTCOMES
On successful completion of this programme, it is expected you will have the tools to be able to;
Prepare negotiations by taking account of the issues, the timing and the people they will be dealing with
Anticipate and identify the other party’s interests, needs and wants, and have strategies to manage their response
Conduct negotiations using tested and effective strategies to achieve outcomes of mutual benefit
Identify the negotiation style of an opponent, and match that style with effective strategies to create rapport rather than hostility
Prepare and conduct team negotiations, either as the team leader or as an effective participant
Counter aggression or diversion, and keep the negotiation on track with an eye on the desired outcome
Differentiate between the various bargaining styles and select the best response to each
Build a reputation as a skilled and credible negotiator who is able to achieve great outcomes while maintaining the long term relationship
This programme will help participants to develop the practical skills to negotiate successfully in any business setting where mutual benefit and ongoing relationships are central. It will provide participants with the knowledge and practice to prepare, conduct and conclude commercial as well as conflict negotiations.
TARGET AUDIENCE
Participants will benefit if...
They are responsible for the resourcing of a (project) team and have to negotiate budgets, outcomes and conditions
Their job is to acquire or arrange products or services at acceptable rates and conditions
They are providing or selling products and services, and need to negotiate prices and conditions
They encounter conflicts of interest and need to manage these in an assured and confident manner
They wish to ensure that they can confidently identify and handle emotion, aggression, deception or insincerity at the negotiating table
LEARNING OUTCOMES
On successful completion of this programme, it is expected you will have the tools to be able to;
Prepare negotiations by taking account of the issues, the timing and the people they will be dealing with
Anticipate and identify the other party’s interests, needs and wants, and have strategies to manage their response
Conduct negotiations using tested and effective strategies to achieve outcomes of mutual benefit
Identify the negotiation style of an opponent, and match that style with effective strategies to create rapport rather than hostility
Prepare and conduct team negotiations, either as the team leader or as an effective participant
Counter aggression or diversion, and keep the negotiation on track with an eye on the desired outcome
Differentiate between the various bargaining styles and select the best response to each
Build a reputation as a skilled and credible negotiator who is able to achieve great outcomes while maintaining the long term relationship
NZIM Qualified Facilitator