Constructive Negotiation™ – Building Agreements That Work

Whether you are negotiating with colleagues, managers, suppliers, customers, or strategic business partners, it’s critical to be able to understand and use a negotiation process that focuses on achieving outstanding business results.

This 1-day workshop uses the metaphor of designing and constructing a building to learn a positive, productive way of thinking about, planning for, and implementing negotiations. Rather than taking an adversarial or competitive approach to negotiation, this program approaches negotiation as a challenging opportunity to build an agreement that meets the needs of all parties. You will work on a real-world negotiation that you will be involved in after completing the program. Throughout this process, you gain the confidence and skills you need to conduct a successful and constructive negotiation.

LEARNING OBJECTIVES

By the end of the workshop participants will be able to:

• Analyze the process of a negotiation, know the milestones toward achieving agreement, and manage the process effectively
• Identify important underlying needs for all parties and develop options for meeting them
• Develop a plan for a negotiation
• Choose appropriate behavioural tactics in any negotiation, formal or informal
• Move others toward a more constructive approach while in an adversarial negotiation
• Create strong, lasting, mutually beneficial agreements that meet the needs of all parties and build a negotiating relationship for the future

WHO SHOULD ATTEND

This course is designed for individuals working in a project or team-based organization; individuals responsible for working with customers, suppliers, subcontractors, resellers, or service providers; individuals involved in continuous negotiation about priorities and resources.

PREREQUISITE

This course has no prerequisite.

MATERIALS

You will receive a course binder containing a copy of the presentation slides.

WHAT YOU WILL LEARN