Negotiating for Success

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AudioInk, Apr 3, 2012 - Business & Economics
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Negotiation is the means by which people deal with their differences. Whether those differences involve the sale and purchase of a home, an employment contract dispute, a dispute with a client, or making trade-offs on internal resources, resolutions are typically sought via the process of negotiation. To negotiate is to seek mutual agreement through an exchange of dialogue. Negotiation is an ever-present feature of both our personal and work lives, and in the business world effective negotiators are in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most individually exhilarating and organizationally valuable aspects of business today.This Learning Short-take combines self-study with workplace activities to develop skills in successful negotiating. This Learning Short-take is particularly relevant to those who are new to negotiating, or who would benefit from a review of negotiation principles. Participants will learn how to effectively prepare for a negotiation using a real business opportunity, and will learn how to incorporate key steps and elements into the negotiation process. Participants will understand how to achieve a win/win outcome in a negotiation and will be able to differentiate positional bargaining from principled negotiation. This Learning Short-take is designed for completion in approximately 90 minutes.Learning Objectives Define negotiation - what it is and what it isn't. Explain the win/win model of negotiation. Differentiate between positional bargaining and principled negotiation. List the steps in preparing for a negotiation. Identify and explain the steps in the negotiation process. Define BATNA. Create a Skills Development Action Plan."
 

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Contents

Activity Checklist
Learning Objectives
Lets Get Started
Negotiation Variables
Variable 2 Time
Variable 3 Information
Information
Decision Making Influencers
Negotiating Checklist for Success
Learning Journal
Skill Development Action Plan
Ideas for discussion with my manager
Congratulations
Commitment Power
Time
Responding toNegotiation Tactics

Dealing With Negotiating Tactics
1 When the Other Party is More Powerful
2 When the Other Party Wont Use Principled Negotiation
Fighting Fires without Burning Bridges
Building Trust
Summary
Maintaining theNegotiation Relationship
Negotiating the Million Dollar Deal
Creative Business Thinking
Influencing for Opportunity
Copyright

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About the author (2012)

Mattiske is one of Australia's leading trainers. She is a seasoned professional with over 2000 days of face-to-face training experience spanning 20 years and has run her own business, The Performance Company, for seven years. Catherine shuttles between the two TPC offices: Sydney, Australia, and Stamford, Connecticut, USA.

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