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              Home | Global Practice Lines | Training | Introduction to Negotiations

              Introduction to Negotiations
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              Class Size: 12-16 Participants
              Length: 5 Days

              Rationale:

              Focused on buy/sell negotiations, this course shows participants how to prepare and conduct team negotiations through a series of case activities. Participants reinforce skills and learning through considerable role-playing with classmates and instructors. Participants use the negotiations worksheet to document and deliver all issues to be negotiated.



              Attendees:

              The strict discipline required in preparation and delivery benefits any team negotiating on your company’s behalf. This course is essential to support the strategic alliance process. Purchasing, marketing/sales, engineering, production, information systems, and accounting/finance personnel.



              Timing:

              This course is beneficial at any time but, is particularly so several weeks before your company is to undertake team negotiations with third parties.



              Objectives:

              After completing this course, participants will be able to:

              • Describe factors in effective negotiations
              • Determine the most effective types of negotiation
              • Determine and prioritize what to negotiate. Prepare to negotiate using Negotiations Worksheets
              • Determine roles in team negotiating
              • Negotiate for mutual gain
              • Distinguish between positive and negative tactics

              This course may be extended or coaching sessions added to prepare participants for negotiations that are to take place shortly. Additionally, customized case studies may be developed for your specific applications.



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              Supply Chain, Strategic Sourcing, Negotiate, Communicate, Persuade, Influence, Cooperation, Accomplishment, Objectives








               
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