XCPD-898 - Developing Executive Negotiation Skills

Course Description

Successful managers must understand the processes of negotiation in a variety of settings - business, commercial, cross-cultural, international, employment, and labor. This intensive and substantive seminar will focus on a number of critical negotiation skills: planning, researching, and preparing for a negotiation; understanding and recognizing common negotiating mistakes and pitfalls and how to eliminate them; mastering the qualitative benchmarks of a successful negotiation; understanding the other negotiator's real interests, objectives, and needs; principles of making concessions; ethical issues in negotiation; and how to use mediation and arbitration.

This course is interactive and experiential: participants are expected to read case studies and complete live simulations. Participants will also build skills to develop effective opening statements and negotiation strategies and tactics that lead to vigorous integrative agreements and contracts.

Course Objectives

Upon completion of this course, participants will be able to:

• Prepare a contract negotiation checklist
• Develop a bargaining agenda and strategy
• Establish negotiation objectives and parameters
• Set ground rules for conducting negotiations with a wide range of organizational stakeholders
• Develop strategies to resolve an impasse

Notes