Negotiating for Competitive Advantage and Mutual Gain
The essential elements of organizational negotiations
- The principles of negotiation
- The need to deploy negotiation strategies
- Incorporating proper negotiating styles
- “Rules” of negotiating and how to use them
- Role and importance of ethics in negotiation
- Fundamentals of strategies and tactics
Seven steps in a negotiation process
- The requisites and process of preparation
- Locating and analyzing information
- Essential analytical tools for price negotiation
- Determining what is negotiable
- Negotiable contract provisions
- Creating purpose and goals for negotiations
- Defining issues and interests
- Inventing options and alternatives
- Creating a fact-based negotiation brief
- Establishing objectives
- Bundling to formulate offers
Implementing negotiating strategy
- The negotiating conference
- Recognizing the human element of negotiations
- Importance of effective interpersonal and communication skills
- Acknowledging cultural perspectives
- The psychology of influence
- Attributes of a skilled negotiator
Post-negotiation requirements
- Finalizing agreements
- Follow-up to negotiation
- Monitoring performance
- Characteristics of successfully implemented agreements
Schedule
Day 1 — 8:00 a.m. – 4:30 p.m. Registration and Session
Day 2 — 8:15 a.m. – 4:30 p.m. Session
Day 3 — 8:15 a.m. – 3:15 p.m. Session
The University of Wisconsin–Madison, as a member of the University Continuing Education Association (UCEA), authorizes this course for 2.1 Continuing Education Units (CEUs) or 21 hours.
dtransue@exed.wisc.edu