A joint offering by the College of Engineering and the School of Business
Advanced Negotiation Skills for Managers
Learn to use negotiation to achieve a positive outcome every time
Negotiating skillfully gives managers the ability to interact more effectively with colleagues, avoid unnecessary conflict, influence the decisions of others and reach agreements that all sides can live with. “Advanced Negotiation Skills for Managers” combines the theory of negotiation with the practice of tested strategies. The results speak for themselves: managers who are able to achieve better outcomes with business partners, clients, vendors, peers, senior management and direct reports. Participants will gain the competence and confidence to handle both internal and external negotiations, separate the person from the issue, get their needs met while still being fair, control the escalation of conflict and overcome objections.
Learn how to:
- Negotiate from interest not position
- Create a BATNA (best alternative to negotiated agreement)
- Deal with people who don’t play fair
Course outline
Day 1
- Learning how to negotiate from interests, not positions
- Understanding common errors in judgment and how to avoid them
- Practicing emotional detachment while focusing on what you want
- Creating a winning negotiation strategy
- Boosting your confidence and your personal power
Day 2
- Dealing effectively with various negotiation styles
- Negotiating up the organization
- Creating value from conflict
- Using negotiation Ju-jitsu with people who don’t play fair
- Dealing with unethical tactics
Day 3
- Learning how to interact with people who drive you crazy
- Making effective presentations
- Practicing various approaches to actual negotiations
Program Faculty
Tony Nagle
Tony Nagle is president of A.G. Nagle Company, a training and development firm specializing in negotiation and sales strategies. Known nationally as a negotiations expert, Tony has trained more than 15,000 people from industries ranging from manufacturing to banking to telecommunications. He works on negotiation problems in sales and marketing and consults on mergers for Fortune 500 companies.
Schedule
Evening before course — Optional dinner for those arriving early
Days 1 and 2 — 8:15 a.m. – 4:45 p.m. Session
Day 3 — 8:15 a.m. – 3:00 p.m. Session
The University of Wisconsin-Madison, as a member of the University Continuing Education Association (UCEA), authorizes the this course for 2.1 Continuing Education Units (CEUs) or 21 hours.
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