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.
Guide to Participant Selection
Department
Admin
Distrib
Engr
Finc
H.R.
Legal
Mktng
IT
Opr
Plng
Pchsg
R&D
Sales
Senior
Executive
(Pres, Exec & Sr VP)
3
3
3
3
3
3
3
3
3
3
3
3
3
Executive
(VP & Gen'l Mgr)
2
2
2
2
3
3
2
2
2
2
3
2
2
Senior
Managers
(Div & Reg. Mgrs)
1
1
1
1
2
2
1
1
1
1
2
1
1
Middle
Managers
& Superintendents
1
1
1
1
1
1
1
1
1
1
1
1
1
APPLICABILITY: 1
indicates
primary target audience. 2 indicates a good fit
if the level of material is appropriate.
3 indicates (in
the opinion of the institute and the faculty) very limited applicability.
All Sessions for this faculty member have been completed for this year. Please check back again soon.
