Negotiating for a WIN-WIN

Learning how to successfully maneuver through negotiations is often a difficult and stressful process. Learn the basic frameworks which are best utilized in a negotiations setting: sales, client, internal, personal. Understanding conflict resolution through employing a step-by-step strategy to arrive at a mutually beneficial agreement can even serve to strengthen (rather than damage) relationships.

Interactive exercises which develop creative solutions and anticipate potential objections and threats provides the core of this workshop. Through the use of participant case studies, the program identifies practical tools to develop confidence and competence for professionals to arrive at a WIN-WIN outcome and result.

26-Oct-2012 -- 26-Oct-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
New Private Bankers, New Wealth Advisors, Brokers who are going to cover broader wealth solutions, Portfolio Managers and other Product Specialists requiring an in-depth overview of wealth management, Individuals working in the finance arena
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
Sales experience
Achieving a WIN-Win
  • What is the nature of negotiation?
  • What style is appropriate
  • Know your game plan
  • Human fears
  • What is fair and what is not

Overcoming Obstacles and Objections

  • Differentiating
  • Adding value (why me?)
  • Sales versus internal negotiations
  • Defusing emotions

Developing Creative Solutions

  • Concession strategies
  • Negotiating on merits
  • Building positive relationships
  • Winning the battle/losing the war

BATNA - Best Alternatives to a Negotiated Agreement

    Adapting Your Approach

    • Alternative tactics
    • Breaking deadlocks
    • Skills practice

    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

    Developing Your Personal Game Plan

    • Closing the deal
    • Breaking deadlocks
    • Ensuring follow through

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.