Program Objectives

This is a 6-week program designed to improve business negotiation skills to a level suitable for international business. The skills and techniques focus on preparing and conducting successful negotiations that meet the real interests of all parties.
Participants learn how to:

Stategically analyze and prepare your business negotiations

Plan and conduct successful negotiation meetings

Smoothly implement agreements and develop relationships

Program Overview

We emphasize building confidence and developing practical business negotiation skills and techniques for perpare and conducting successful business negotiations.

Participants receive a copy of The Great Negotiator book and a copy of a program workbook to help facilitate the learning experience. These materials are provided as pdf files. Participants also recieve a video of their negotation role-play simulations and email support and comments from the instructor.

The content is divided in to three-phases:

Phase One: Pre-Negotiation Panning: The success of any negotiation is a direct result of the amount of preparation. Participants learn a four-step process that will help them to systematically analyze their business negotiations.

Phase Two: Conduct the Negotiation: The focus of collaborative negotiations is solving problems together. Participants learn a four-stage meeting process to help them take control of their negotiation meetings and achieve win-win agreements.

Phase Three: Implement Agreements: Participants learn the key considerations for sucessfully implementing agreements and building better relationships with their counterparts.

By the end of this seminar, participants will understand how to prepare and coonduct successful negotiations in English. Specifically, they will be able to:

• Systematically analyze negotiation situations.

• Determine positions and recognize interests for key negotiable issues.

• Create options that achieve negotiation goals.

• Develop contingency plans to strengthen negotiation positions.

• Take control of the negotiation meeting process.

• Begin meetings with clear opening statements.

• Focus the negotiation on finding solutions that satisfy the real interests of each party.

• Assertively discuss differences and find solutions to overcome differences.

• Confirm agreements and action items to achieve workable solutions.

• Smoothly implement agreements and develop long term relationships.