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Collaborative Negotiating |
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October 27th |
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9:00 AM - 5:00 PM |
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Barry Flicker |
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TIBCO Software
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3303 Hillview Ave
Palo Alto, CA |
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$400 Corporate Training Partner
$500 Non-Corporate Training Partner
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You will learn how to apply techniques from the Harvard Negotiating Project that shift negotiations from win-lose to win-win strategies and enable both parties to come away from the table with more than either had hoped. Through a series of classroom negotiations, you discover practical approaches for countering the tactics of the “hard” negotiator and keeping negotiations from slipping into power-based conflicts. You will learn a systematic, four-stage process that identifies interests, options, alternatives, and credible criteria to increase both your negotiating skill and confidence. Defining the boundary conditions, applying the three levels of listening, and anchoring a negotiation within the zone of agreement are the essential skills to reach a mutually satisfying agreement.
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- Identify collaborative vs. aggressive styles
- Use the collaborative negotiating model
- Handle the "hard" negotiator
- Create options from interests
- Evaluate priority problems
- Use the impact of objective criteria
- Use approaches to the zero-sum game
- Explore trust, threats and competition
- Understand the bargaining zone
- Avoid making common mistakes
- Make and implement agreements
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I learned that discovering negotiations in good faith most often results in a positive business outcome!
-Interwoven, Consulting Manager
This was an excellent course for me; the lecture and participation was well balanced.
-Netgear, Inc., Engineering Product Manager
I learned that discovering negotiations in good faith most often results in a positive business outcome!
-Interwoven, Inc., Consulting Manager
Good exercises were engaging and enlightening and let you know how things are in the real world and what will benefit both parties.
-TIBCO, Program Manager
Great class to understand your current negotiating style and how to create win-win situations.
-Cisco Systems, Application Consultant
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