PRINCIPLED NEGOTIATION
Successful negotiations occur when all parties want the agreement to stay in force and when everyone has a vested interest in making things work. There is no desire to find loopholes or shortcuts, there is little time given to supervising the agreement, and both product and relationship quality is enhanced.
Traditional negotiation is a wary dance based on mistrust, the true cost of which is loss in quality and brain fatigue over the life of the agreement. This highly interactive workshop focuses on negotiation strategy and skills. This is not the manipulative, win-lose negotiation approach frequently taught today, where the “winner” eventually spends time and effort protecting his negotiated advantage against erosion, while the “loser” continually exploits loopholes and shortcuts to recover lost ground. Rather, this is a method where both product and relationship quality is enhanced and the outcome results in lower all around costs. LEARNING OBJECTIVES By attending this seminar, you will be able to: • Assess your current approach to negotiation • Utilize a principled approach when preparing our negotiations • Practice principled negotiation techniques • Develop a personal action plan for change WHO SHOULD ATTEND This course is particularly useful for those managing daily interactions with both suppliers and customers. It also applies to procurement, estimating, sales, testing, and business development. CONTENT HIGHLIGHTS • Principles, Guidelines, and Techniques • Negotiation: Operational Definition • Three General Negotiation Approaches – Soft, Hard, “Win-Win” • Paradigm Stretcher • Key Elements of Principled Negotiation • Interests; Options; Standards • Alternatives • Self-Awareness; Self-Regulation; Self-Motivation • Empathy; Social skill • Positional Bargaining vs. Principled Negotiation • Action Planning – Using a Proven 10 Step Approach • Putting it to work for you
I.D.# C1602
SCHEDULE April 2, 2019 Troy, Michigan August 29, 2019 Troy, Michigan December 12, 2019 Troy, Michigan
FEES List:
$835 $752
Members:
ONE-DAY/.7 CEUS
Get the complete course description and register: sae.org/learn/content/c1602/
INSTRUCTOR Eric Timmis Owner, BusinessIsAContactSport.com
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3 ways to get a no-obligation price quote to deliver a course to your company Call SAE Corporate Learning at +1.724.772.8529 | Fill out the online quote request at sae.org/corplearning Email us at Corplearn@sae.org
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