Negotiation Skills

This one-day workshop increases managers' and client facing professionals' influencing and negotiation skills. It provides a range of skills, tools and techniques that teach participants how to influence others more powerfully.

The course encourages the creation of a climate of mutual respect and trust in business relationships through knowing one's individual values and goals as well as appreciating others' differences. The day is based on a series of role-plays and case studies and participants are expected to contribute actively throughout the program.

Participants learn how to listen and communicate effectively; negotiate successfully through planning and managing negotiation opportunities; manage conflict; broaden their range of negotiating and influencing strategies beyond their personal 'comfort zones'.

13-Jun-2012 -- 13-Jun-2012New YorkUSD$1575
NY Institute of Finance - Midtown9:00am - 4:30pm Instructional Method:
Group-Live
Instructor(s): [ William Coda; ] Wed Level: Basic

21-Sep-2012 -- 21-Sep-2012New YorkUSD$1575
NY Institute of Finance - Midtown9:00am - 4:30pm Instructional Method:
Group-Live
Instructor(s): [ William Coda; ] Fri Level: Basic

CPE CREDITS
7.0
Any finance professional who deals with customers or colleagues on a day-to-day basis.
No advance preparation required.
Students will be able to:
  • Listen and communicate effectively
  • Negotiate successfully through planning and managing negotiation opportunities
  • Manage conflict
  • Broaden their range of negotiating and influencing strategies beyond their personal comfort zones
What is a Negotiation?
  • What is the nature of negotiation?
  • What style is appropriate? Winner takes all? Win/Win?
  • When are you negotiating?
  • Winning the battle and losing the war

Preparation

  • What would you like from the negotiation?
  • What are you willing to accept?
  • Who is the other side and what do they want?
  • Deciding the tone and deciding on your strategy

The Negotiation

  • Setting the scene
  • Establishing rapport or not
  • Reading the other side
  • The mechanics of a negotiation

Closing the Deal

  • Countering objections
  • Devil in the detail
  • Ensuring follow through
  • What next?

Clients who register for this course will receive a complimentary 4-month subscription to FT.com. The Financial Times is the world's most respected financial newspaper, providing a broad assessment on finance, business and the industrial sector. The move to the electronic version follows an ongoing review of our environmental responsibilities as a global business and as part of the Pearson group. FT.com also has features that are not available in hard copy, such as: Special Reports, Alphaville, editor blogs, education sections and much more! Subscriptions will start within 6-8 weeks of the start of class and are limited to one subscription per client. (Please note: as of May 1, 2011, the electronic subscription replaces the hard-copy 3-month Financial Times subscription.)

Lunch is included for all students taking day classes.