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Negotiation Competencies

The Difference:

Most negotiation courses focus on either a win-win approach or a tactical approach to the negotiation process. Negotiation Competencies provides an overview of win-win negotiations along with a proven strategy for dealing with difficult people who do not and will not aspire to a win-win philosophy. Each of us negotiate every day both personally and professionally. Once we understand what constitutes a negotiation we can enhance our skills to: reduce stress, save time and money, and achieve our objectives.

Course Description:

Negotiation Competencies is a one or two-day course designed to assist participants in understanding the basic nature of negotiations, the underlying principles which constitute negotiations and strategies and tactics to employ in varying negotiation situations. This is a skills-based program. Participants will have numerous opportunities to measure their skill level, identify weaknesses and enhance their strengths.

Course Objectives:

  • Understand and implement the fundamental principles of win-win negotiations
  • Assess your current negotiating competencies
  • Learn skills and behaviors for enhancing competencies
  • Manage the phased process of negotiations
  • Strategize appropriately for difficult negotiation situations


Course Benefits:

  • Enhance your understanding of negotiation as an art and science
  • Increase your confidence and ability to strategize
  • Communicate more effectively verbally and non-verbally
  • Demonstrate tenacity and self-control
  • Think creatively and clearly in difficult situations
  • Focus simultaneously on the negotiation results and relationship to achieve your objective

Course Design:

Negotiation Competencies is based on a feedback model. Extensive research of master negotiators shows that there are eight competencies which distinguish a master negotiator from an average one.

Through a series of brief negotiation exercises, participants will receive initial feedback on their use of these competencies. They will then have opportunities to practice competency models to increase their effectiveness, while simultaneously focusing on the principles and process. Based upon awareness, feedback and practice with proven models participants develop specific, realistic plans for improvement.
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