2010 Sessions
May
12-13, Sept 28-29
Location
Oak
Brook
Course Overview/Benefits
Most managers engage in negotiations so often they may not
always be aware of it. They
negotiate with customers, bosses, subordinates, peers and vendors. They may be negotiating for a larger
budget, more staff, more time, a specific project or time off. Since negotiations take place every
day, nearly everyone would like to negotiate better.
Participants will master the theory of negotiation while
learning the stages of negotiation and specific strategies and
techniques. This will enable
participants to then develop and understand their own unique negotiation
style.
Course Topics
- Understanding
the trap of positional bargaining
- Separating
the people from the problem
- Appreciating
the power of knowledge
- Recognizing
different styles of negotiating
- Focusing
on compatible and conflicting interests
- Inventing
creative options, while avoiding dirty tricks
Who Should Attend
Managers directly responsible for engineering, manufacturing,
sales, purchasing and contracts, and who frequently engage in business
negotiations
Instructional Methods
Presentations, large group discussions and practice through
one‑on‑one and group negotiation exercises
Faculty
Steve Moroni, MBA.
Steve is a professional negotiator who has received excellent
ratings for his Marmon College Negotiation seminars. He has also conducted Negotiation
workshops for Union Tank Car Company and a wide range of other
organizations.
Delivery
Two‑day, instructor‑led workshop
Session Size
Limited to 20 participants
Participant Fee
$775, which includes all materials,
instruction, and most meals
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