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Contract Negotiation Skills

MC186

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Turn disputes into deals. Transform deals into better deals. Resolve intractable problems. Negotiating effectively requires the ability to change the game – moving away from conflict and toward collaboration. In this intensive, interactive program, you acquire a proven framework for maximizing the value of your negotiation, whether you are behind the bargaining table with a client or across the table with an opposing party. Engaged with a professional group of peers, you will participate in discussions and simulations that cover a range of complex scenarios ranging from intellectual property, pricing, and licensing negotiations to international, domestic, public, and private disputes. You will refine your negotiation skills and leave with a set of strategies that you can use to deal with difficult negotiation behaviors and hard-bargaining tactics

By participating in this intensive five-day program, you will:

Acquire a systematic framework for understanding negotiation
Heighten your awareness of your strengths and weaknesses as a negotiator
Learn how to expand the size of the pie by creating value in negotiations
Gain problem-solving techniques for distributing value and strengthening relationships
Ascertain how to choose the right process to craft deals that last
Learn how to manage across the table and behind the table negotiations

This program is appropriate for supervisors, managers and executives who wish to improve their ability to create value at the negotiating table.

Module One: Getting Started

Icebreaker
Housekeeping Items
The Parking Lot
Workshop Objectives

Module Two: Understanding Negotiation

The Three Phases
Skills for Successful Negotiating

Module Three: Getting Prepared

Establishing Your WATNA and BATNA
Identifying Your WAP
Identifying Your ZOPA
Personal Preparation

Module Four: Laying the Groundwork

Setting the Time and Place
Establishing Common Ground
Creating a Negotiation Framework
The Negotiation Process

Module Five: Phase One - Exchanging Information

Getting off on the Right Foot
What to Share
What to Keep to Yourself

Module Six: Phase Two - Bargaining

What to Expect
Techniques to Try
How to Break an Impasse

Module Seven: About Mutual Gain

Three Ways to See Your Options
About Mutual Gain
What Do I Want?
What Do They Want?
What Do We Want?

Module Eight: Phase Three - Closing

Reaching Consensus
Building an Agreement
Setting the Terms of the Agreement

Module Nine: Dealing with Difficult Issues

Being Prepared for Environmental Tactics
Dealing with Personal Attacks
Controlling Your Emotions
Deciding When It's Time to Walk Away

Module Ten: Negotiating Outside the Boardroom

Adapting the Process for Smaller Negotiations
Negotiating via Telephone
Negotiating via Email

Module Eleven: Negotiating on Behalf of Someone Else

Choosing the Negotiating Team
Covering All the Bases
Dealing with Tough Questions

Module Twelve: Wrapping Up

Words from the Wise
Review of Parking Lot
Lessons Learned
Completion of Action Plans and Evaluations

Presentation & Slides
Audio Visual Aids
Interactive Discussion
Participatory Exercise
Action Learning
Class Activities
Case Studies
Workshops
Simulation

Terms & Conditions

ACTrain reserves the right to alter the Course Schedule without Prior Notification, Fees Quoted are Subject to Terms & Conditions Outlined in ACTrain's Registration Policy