KumaloGreen CORPORATE TRAINING FOCUSED ON RESULTS
Services SETA Accredited: (Decision No. 0798) www.kumalogreen.co.za
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Negotiating for Win-Win Results
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16 17 February 2006
8 9 June 2006
12 13 October 2006
Benvenuto Conference Centre, Johannesburg North
In life you do not get what you deserve, you get what you negotiate!
Dr. Charles Karrass
Successful negotiators arent born-they are trained. Much of what we
achieve in life pivots around the success-or failure-of our negotiations
- successful negotiators are successful people.
This Course is Aligned to the Following Unit Standards:
SAQA Unit Standard ID Number: 13948
Title: Negotiate an agreement or deal in an authentic work situation
SAQA Unit Standard ID Number: 10091
Title: Establish, negotiate and communicate business initiatives within
agreed parameters
Course Objectives:
On Completion of this training, Delegates will be able to:
* Prepare effectively
* Understand the needs & interests of all parties involved
* Move from claiming value to creating value
* Conclude better agreements through creativity
* Identify potential barriers or hindrances to the engagement
* Adopt a collaborative approach to ensuring trust, rapport and
long-term gains
* Understand their own personal negotiation style and the impact
thereof
Who Should Attend:
Executives, managers, supervisors, salespersons, project managers,
purchasers, contract administrators, attorneys and anyone else who
negotiates.
Course Outline:
Negotiations start when we see that someone else has something we want.
But just wanting it isnt enough. If our negotiations are to be
successful, we have to be prepared to give up something we value in
exchange for it. Most of us muddle through the negotiation process and
fall into success by accident rather than by design. But often, even when
we achieve success, we remain unsure as to whether the other side would
have given us more or whether we had given them too much.
Managers and consultants frequently face situations requiring negotiation
skills: agreeing on appropriate schedules and deadlines for projects,
solving problems with clients, introducing new product lines etc.
Utilising effective negotiation skills is the only realistic and
successful approach to meet the challenges of todays rapidly changing
environment.
Topics Covered:
7 Motivation (Developing the Right Attitude, Mind Set and Work Ethic)
7 Creating a professional image
7 What is negotiating
7 Typical negotiating transactions
7 How good a negotiator are you?-assessment
7 Negotiations possible outcomes
7 Creating a win- win outcome
7 The negotiating process
7 Entry exit points
7 The quick model
7 The comprehensive seven step process
7 Strategies and tactics
X Principle of walk away
X Principle of higher authority
X Principle of splitting the difference
X Principle of facts and statistics
X Principle of never saying yes to the first offer
7 Negotiation resources
X Resource one - time
X Resource two - information
X Resource three - power
' &nb sp; Advanced preparation
' &nb sp; Listening skills
' &nb sp; Hindrances to effective listing
' &nb sp; Tips for success
' &nb sp; Practical case studies/video role play
' &nb sp; Assignment
Investment:
Cost: R 3 780.00 (excl. VAT) per delegate
Course Duration: 2 Days
Course Fee Includes: Tuition, lunch, refreshments, comprehensive course
documentation, and a certificate of attendance.
Book Now:
By e-mail: [EMAIL PROTECTED]
By phone: +27 11 675 1792
On-line: Click here
Future Training Events:
6 Feb Persuasive Proposal Writing
9 - 10 Feb Customer Service Package
20 - 21 Feb The Complete Guide to Meetings and Minute Taking
1 2 March Advanced professional Skills for PAs
8 9 March Practical Project Management
On-Site Training:
Do you have a group of delegates you would like to train? On-Site
training is:
Convenient and flexible venue, duration and time of your choice
Expert Trainers matched to organisational culture - ensuring maximum
knowledge transfer
Confidential business problems can be discussed openly
Relevant training will be customised to your specific industry
Consulting combined with training - leading to long term organisational
benefits
Cost-effective
Call our offices today to find out more
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