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Negotiating Successfully

Negotiation is the most important skill anyone in the business world can have today because people must continually negotiate their jobs, responsibilities, and opportunities. Yet, very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. People often needlessly throw away hundreds of thousands of dollars and sour interpersonal relationships because they do not know how to effectively negotiate. Negotiation training allows opportunity for managers to assess their negotiation abilities and learn practical techniques and strategies for improving their ability to negotiate effectively.

Negotiation training is based on the latest, cutting-edge research, produced by Kellogg's Dispute Resolution Research Center. Participants learn negotiation skills they can immediately put into action - on the job and at home - to improve their effectiveness and get what they want.

Key Benefits:

• Assess your negotiation ability
• Effectively prepare for negotiations
• Optimally conduct and manage internal and external negotiations
• Develop and perfect a "rational" bargaining strategy
• Assess and create integrative (win-win) negotiations
• Avoid lose-lose outcomes in negotiations
• Improve bargaining position
• Leverage a weak bargaining position
• Optimally manage competition and cooperation in long-term business relationships
• Extricate from escalation spirals
• Use methods to allocate resources fairly
• Leverage differences of interest
• Optimally manage complex, multi-party, multi-issue bargaining situations
• Build trust and cooperation in business relationships
• Assess and develop contingency contracts
• Develop post-settlement settlements
• Deal with difficult and problematic personalities
• Build effective coalitions
• Cross-cultural negotiations

Conflict Management

Effective conflict resolution skills improve the relationship among the involved parties and foster organizational goals. Many conflict situations are emotionally-charged and involve multiple issues and several players.

Key benefits:

• Build consensus
• Recognize and implement the approaches for resolving disputes and conflicts
• Recognize emotional styles
• Focus on issues
• Deal with power differences
• Implement options for de-escalating conflict
• Move away from stalemate and impasse to mutual settlement
• Expand the pie
• Use appropriate justice principles
• Deal with egocentrism