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Negotiation When Relationships Matter
This program will provide participants with understandings
and techniques to negotiate effectively on a business and personal
level. It will include the acquisition of knowledge plus hands-on
exercises and case studies, with special emphasis in the following
areas:
- Negotiating in existing on-going relationships
- Negotiating
when the gap between parties is great and there seems little
hope
- Negotiating in highly sensitive situations
This program is
a natural for Customer Service Departments, negotiations inside
the company and between divisions. The importance of conducting
successful negotiations with co-workers, customers, hard bargainers,
and your own management team cannot be overstated!
"You don't have a choice as to
whether your people negotiate. Your only choice is whether
they do it well, or poorly."
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In this program, your executives
/managers will learn:
Tactics & Strategies
Understanding and techniques
to negotiate for results, while maintaining relationships.
Through two decades
in business, management and teaching business people all
over the world, Bob has become familiar with every tactic used
by business
people. He’s identified the most effective, the ones used
on your people day-in & day-out, and he’ll teach
your executives exactly how to respond to them.
Continuum of Business
A key thought process that
separates this negotiation program from all others. It’s
the key to maintaining relationships.
All About Power
Where real power comes from, how to get more of
it, how to keep from giving it away, and how to keep from being
abused by others.
Positioning
How to position before and during a negotiation. How
to position themselves, their ideas, your company, and its products
and services for maximum results in a negotiation.
Formula for Success
A proven process that works wonders
in any negotiation. It heads off trouble before it starts,
and it puts
your executives in charge of a meeting. It’s
a simple, but profoundly effective tool.
Negotiation Style
How to find their natural negotiation
style and use it successfully. How to determine the style of the
people across the table and how to use that to their advantage.
Planning
The “STREET-SMART Negotiation
Planner” teaches
a business person how to plan - really plan before a negotiation.
The planner guides them through the minefield of negotiation.
It helps them avoid mistakes, and most importantly - it shapes
the
way they think. They will reach a point where they will never
be ambushed again.
Horse-Trading Wisdom
Some thoughts from Bob’s dad and
Bob’s
years in business that keep you on track, and prevent
the mistakes you regret for years afterward.
A source of practical
productivity and awareness for corporations and associations,
this program is available in keynote, and
half or full-day training seminars. Every presentation
is tailored to your organization.
View an actual case study.
Bob Gibson is a negotiation strategist and the president
of San Francisco-based Negotiation Resources
He may be reached at 415-380-0910.
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