Two-day course from 8:30 a.m. to 4:30 p.m.
Instructor: Court Stevens

Cost:  $1295 + GST
(includes course manual, negotiation planning guidelines and checklists, certificate of completion, breakfast, lunch and refreshments)

This 2-day seminar will provide you with the knowledge, understanding and guidelines to improve your negotiation planning and business relationships, as well as your day-to-day management through effective negotiation and communication strategies.

ABOUT THE WORKSHOP

Most business activities, including planning, marketing, building working relationships, mediating disputes and conflicts and making deals are resolved through effective negotiations. How can you improve your ability to make collaborative deals, influence decisions, build better working relationships and resolve problems? This two-day course will provide you with the knowledge, understanding and guidelines to improve your negotiation planning and business relationships, as well as your day-to-day management through effective negotiation and communication strategies.

The key benefits to attending this seminar:

• Improved working relationships
• Enhanced organizational and personal effectiveness
• Establish collaborative proactive negotiation strategies
• Make better deals

Participants will be provided with the practical knowledge to plan, prepare and conduct various types of negotiations. This will be done through group discussions, a review of 2 videos on the planning and conduct of a negotiation (examples of negotiation planning processes and the actual conduct of a negotiating situation), and various negotiation exercises. The exercises will focus on planning negotiation strategies, questioning techniques and acquiring information, breaking deadlocks and impasses, and bargaining strategies and tactics using both individual and team negotiating methods and various communication styles. Throughout this course, participants will be afforded many opportunities to focus on, discuss and understand human behavior as it relates to effective negotiation. Participants will be encouraged to relate and discuss personal and professional negotiation examples.

• Business, Sales, Marketing, Operations, Financial, Procurement, Risk, Human Resource Staff, Managers and Executives who are responsible for the various interactions with the business community including; consultants / contractors, suppliers, vendors and business partners and associates;
• Contractors, consultants and suppliers who provide various services and products to the business community, the government and public sector, and non-profit societies; and
• Public, private sector and non-profit societies staff who want to improve working relationships with internal colleagues and the external business community.

COURSE OUTLINE

Introductions, Objectives, Agenda

• Understanding the common behavioral and communication styles
• How to determine the communication needs of stakeholders, the other party and the negotiation team
• Identifying and understanding the types and styles of negotiations - win-win versus win-lose
• Distinguishing interests from positions
• Preparing for negotiation - a negotiation planning guide
• Understanding and using various questioning techniques and information gathering processes
• How to negotiate through deadlocks and impasses
• How to plan for and implement proactive negotiation strategies and tactics
• How to reach and finalize agreements

Wrap-up and Evaluation