EVERYONE NEGOTIATES: GETTING WHAT YOU BOTH WANT

Executives and managers frequently face situations requiring negotiation skills: agreeing on appropriate schedules and deadlines for projects, solving problems with clients, setting the salaries of subordinates, acquiring more staff for your department and maintaining high customer service standards with your staff. Utilizing effective negotiation skills is the only realistic approach to meeting the challenges of today`s rapidly changing environment. In this course, you will learn successful negotiation techniques and strategies and practice them in situations commonly encountered by executives and managers. The objectives of this program are to provide participants with an understanding of negotiation and what makes a negotiator successful; to give participants the behavioral tools, strategies and tactics needed to create a win-win outcome; and, finally, to improve the negotiation skills of participants through an in-depth negotiation exercise where they will negotiate a work-related situation.

PETER STARK

Peter Barron Stark is known as one of America's most dynamic negotiation speakers and authors. His consulting firm, Peter Barron Stark Companies, has attracted clients such as the Boston Red Sox, Electronic Arts, Coca-Cola, Jack-in-the-Box, Hewlett Packard, Phoenix Suns, Los Angeles Dodgers, Kaiser Permanente, Rady Children's Hospital San Diego, Sempra Energy, SONY, and Wells Fargo Bank.

Peter is one of only a handful of speakers to hold the prestigious dual designation of Accredited Speaker from Toastmaster's International and the Certified Speaking Professional from the National Speaker's Association. This unique combination of awards makes Peter one of the most sought-after professional speakers in the area of negotiation.

He has been published worldwide in over 500 articles and has written ten books including, The Only Negotiating Guide You'll Ever Need. Peter's expertise has been featured by American Executive, Investor's Business Daily, The New York Times, CNN, Bloomberg, Inc.com and USA Today.

Peter's career takes him around the world as he helps leaders build organizations where employees love to come to work and customers love to do business.

TOPICS COVERED

Characteristics of great negotiators

� Conceptual framework of negotiations
� Creating a win-win outcome
� Critical factors involved in every negotiation
� Behavioral skills of great negotiators

Preparing for a negotiation

Questioning and listening skills

Case study negotiated with other participants

Obtaining leverage

� Analyzing the power, information, and time that are underlying factors in every negotiation
� Building trust with your counterpart
� The role of non-verbal communication

Strategies and tactics that can be used in a negotiation to gain or maintain leverage

GUIDE TO PARTICIPANT SELECTION

Senior Leaders	⇒	APPLICABLE IF IT MATCHES A DEVELOPMENT NEED
Mid-Level-Leaders	⇒	PRIMARY TARGET AUDIENCE
Emerging Leaders and Functional Experts	⇒	PRIMARY TARGET AUDIENCE

Program Level: Beginner/Intermediate
Delivery Method: Group Internet Based (Zoom platform)
Prerequisites: None
Advanced Preparation: None
Participants will earn 3 CPE credits or 3 PDC credits
Field of Study: Personal Development

PLEASE NOTE: All virtual programs are held using the Zoom web application. If you do not have Zoom, or if it is not approved for use in your organization, you can log in using your personal device (tablet or phone). If you would like to test Zoom to be sure it is working on your computer or portable device, you can do so by going to: https://zoom.us/test.

If your organization needs information for whitelisting Zoom you can find it by clicking here.

For more information regarding refund, complaint and program cancellation policies click here, or contact our corporate office at 775.322.8222. You may also view our NASBA Statement here.

WHAT WE DO

SENIOR LEADERSHIP SERIES

HOW WE DO IT

L2 - ONLINE RESOURCES