CPE: Recommended 7.5 hours
Program Level: Basic to Intermediate
Field of Study: Specialized Knowledge and Applications
Prerequisites: None. No advance preparation needed.
Instructional Delivery Method: Group Live
Schedule: 8am – 4pm. Lunch is provided at 12pm.
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Brief: This course will teach you to negotiate effectively to achieve your aims and build relationships. It breaks down how influence and persuasion are key elements in negotiations. You will learn the concept of principled negotiation and to achieve win-win results. Throughout the course, the instructor will outline a key concept followed immediately by a real experience that illustrates the concept. You will learn to recognize psychological tactics commonly employed in negotiation and how to respond appropriately. There are several practice breakout sessions to prepare for negotiations, learn the principles underlying the negotiation process, and you will negotiate several scenarios with your colleagues. This course is intended to be interactive and lively.
AGENDA – 1-Day Negotiation 101
Throughout the day there will be breakout sessions to practice the skills that have been presented.
- Introduction to Negotiation
- The need for negotiation
- Influence and persuasion
- A confident negotiator
- How to prepare
- Negotiation guidelines
iii. Communication medium
iv. Expecting conflicts
- Negotiation Strategy
- Don’t bargain over positions
- Separate the people from the problem
- Focus on interests, not positions
- Invent options for mutual gain
- A word of advice
- Preparation- 8-step process
- Identifying your objective
- What does each party want
- What are your concessions, alternatives, and limits
- Supporting material
- An example walkthrough
- Set the atmosphere
- Discussion techniques
- Emotions and psychology
- How to disagree
- Body Language
- Open versus closed
- Meaning of different poses
- Responding to Psychological Tactics
- 13 common tactics
- Learn to identify tactics and respond appropriately
- Exercises to familiarize
- Reading others
- LAS and MSP
- Managing settlement range
- Managing concessions
- Rules for concessions
- Closing guidelines
- How to close
This seminar is also available as an in-house seminar brought to your office. Contact us for more details.
See what others had to say about Energy Seminars:
This was one of the better training classes I have attended in the 25 years I have been working. The instructor was very knowledgeable and made the content interesting!!
ALL new hires should take this course first.
Excellent foundation in the basics presented in understandable, plain English with helpful anecdotes and stories.
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