Advanced Negotiations: Never Split the Difference
2.00 Credits
Member Price $109
Non-Member Price $139
Overview
Anytime someone says "I want," "I need," or "Will you," you are in a negotiation. For decades, the negotiation techniques described in Getting to Yes by Fisher and Ury of the Harvard Negotiations Project were the world's standard negotiation methods. These techniques involved collaborative methods for discovering how to make the "pie" bigger and then split it.
More recent research on human psychology has revealed new methods that will allow you to do even better. Sometimes, you can't settle for getting half of what you want. Sometimes you have to have it all. This session explores negotiating's human side, to give you powerful people skills that will help you get more.
Highlights
- Negotiations
- Business Management
Prerequisites
Some management experience helpful
Designed For
Anyone seeking to improve their negotiating skills
Objectives
- Listening skills are your secret weapon
- Getting information from your counterpart
- Silence is your friend
- Make the other party bid against themselves
- Reacting to a low-ball offer
Preparation
None
Leader(s):
Leader Bios
John Daly, Executive Education, Inc.
John L. Daly, MBA, CPA, CMA, CPIM, is a Chelsea, Michigan-based management consultant specializing in costing, pricing strategy and pricing model development. He has taught continuing professional education courses since 1995. Earlier in his career, John was Chief Financial Officer for a Tier 1 automotive parts supplier, CFO for a large restaurant chain and COO for a window treatments manufacturer and retailing chain. He is the author of Pricing for Profitability, published by Wiley & Sons, Inc.
Non-Member Price $139
Member Price $109