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Training Course:
Win-Win Negotiating Skills™
Course Objectives:
This course provides participants with the background, principles and practical tools to help
them become successful win - win negotiators. It will help the participant understand the
fundamental concepts of successful negotiations and allow him or her to negotiate agreements
that meet the needs of the organization. Early confidence is built by explaining that successful
negotiating is a skill, and like all skills, it can be learned. Further, it can be improved.
Who Should Attend:
Anyone who negotiates for your organization, including project managers, contract negotiators,
engineers, marketers, sales persons.
Course Summary:
The course presents the conceptual foundation and practical application of time-tested negotiation
principles and techniques. Real-world based role plays designed to drive home the principles
being taught are used throughout the course. Course topics include:
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Definition of negotiation
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Dispelling the myths
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The negotiation triangle
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The crucial role of facts in the process
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Strategies for successful negotiations
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The effects of negotiations outlast the actual negotiations
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Dealing with the other side's strategies
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Real-world negotiation role plays — putting it all into practice
The course is taught by experienced instructors who have negotiated more than 200 contracts
and have taught negotiation skills to more than 400 people.
How Long/Where:
This 1 - 2 day course can be taught at BENATECH's headquarters or our client's selected site.
Course length is determined by the needs of your organization.
Course Format:
The students learn through a variety of activities especially chosen to reinforce the principles
being taught. These include:
- Class discussions
- Simulations
- Case studies
- Role plays
- Video
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