Applying the win/win approach.
Course Description
Have you ever been frustrated when you are in the middle of negotiating a contract and the other party won’t budge from their position? We’ll show you a better way! Using typical contracting scenarios, we’ll take you through the basics of the win/win negotiation technique. You’ll learn how to prepare for a negotiation and develop your BATNA (Best Alternative to a Negotiated Agreement.) We’ll introduce you to various conflict resolution styles and how to deal with each effectively. We’ll alert you to the thorny “people issues” and the role that emotions play in negotiations. We’ll show you how to set up your contracts to avoid or minimize disputes.
Who Should Attend:
- Anyone involved in procurement and/or contract management
- Vendors who respond to tenders and requests for proposals
- Anyone interested in negotiations theory and practice
After Participating, You Will be Able to:
- Identify your conflict resolution style and how to use it during a negotiation
- List the steps in a negotiation to “get to yes”
- Give examples of how to use a contract to avoid disputes
Audience Level: All
Length: 2 hours
Format: Instructor-led, eSeminar
All Participants Will Receive:
- A pre-reading case exercise to prepare you for the eSeminar
- A handout package including presentation slides, notes and reference articles
- A certificate of completion
