Studies show that today’s professionals spend up to 25 percent of their time negotiating and resolving conflicts. The success of these professionals and their organizations rests heavily on effective negotiating and influencing skills. In this seminar, you will learn strategies and skills used by master negotiators. You will be able to practice these skills through a variety of in-class exercises and observe every aspect of the negotiation process from the initial contact to the closing. In-class simulations will include feedback from the instructor and class.
Participants will receive a copy of Brad McRae’s acclaimed book The Seven Strategies of Master Negotiators.
Effective Negotiating and Influencing Skills is a required seminar for the Certificate in Negotiation, Mediation and Conflict Resolution.
Effective Negotiating and Influencing Skills is an elective seminar for the Certificate in Leadership Development. |
"This course
has given me
the opportunity
to present
ideas and issues
in a more coherent
and structured
manner, contributing to a greater chance of success." |
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Negotiating at Work
- Identifying your preferred negotiating style
- Analyzing the other party’s style
- Choosing the best style for different types of negotiations
- Identifying obstacles and challenges
Creating and Claiming Value
- Principles of the negotiating process
- Techniques for effectively creating and claiming value
- Understanding the other party’s needs
- Creating a win-win situation
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Dealing With Difficult People and Difficult Situations
- Overcoming your fear of confrontation
- Identifying the core values underlying every conflict
- Knowing when to stop negotiating
Putting Your Skills to the Test
- Interactive case studies
- Experiential simulations
- Constructive peer feedback
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The seven strategies of master negotiators
- What your preferred negotiating style is and when to use it
- Understanding and appreciating the other party’s needs
- How to change a lose-lose situation into a win-win relationship
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You will benefit from this seminar if you:
- work with other employees, departments, organizations, and suppliers
- supervise and manage employees
- want to develop more effective negotiating and influencing skills
- want to overcome the fear of confrontation
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Facilitator: Brad McRae
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2-DAY SEMINAR 9:00 am - 4:30 pm
| 2009: |
NOVEMBER 9 - 10 |
| 2010: |
FEBRUARY 9 - 10
MAY 12 - 13 |
Please Note: This program will be not be offered after June 2010.
$1,055
Includes refreshment breaks, lunches, seminar material, and a certificate of completion
Saint Mary’s University at the World Trade Centre
(8th Floor), 1800 Argyle Street
REGISTER ONLINE for this seminar
FAX your Registration Form
CALL 420.5638 or 1.800.877.0874
epd@smu.ca
In-House Training and
Group Discounts Available
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