Negotiation Skills

About MC Course Calendar Registration Location Standard Courses: · Managing Employee Performance · Problem-Solving and Decision-Making · Improving Managerial Efficiency · Managing Change · Accounting · Negotiation · MAP On-Site Courses

2012 Sessions: April 24-25, October 3-4—REGISTER NOW! 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. Steve has also conducted Negotiation workshops for Union Tank Car Company, several Marmon/Keystone companies, Acumed, Albion Industries, and a wide range of other organizations. Steve also instructs in Marmon College’s Accounting for Non-Financial Managers and Managing Change courses. Delivery Two‑day, instructor‑led workshop Session Size Limited to 20 participants Participant Fee $850, which includes all materials, instruction, and most meals