Integrative Business Negotiations: The Path to Smart Bargaining
In this program, we will show you how to analyze your own position and recognize what the other side really wants. You will learn ways to recognize and overcome ploys and tactics that impede the negotiation, and gain skills that will help you to keep negotiations on track. In addition, you will learn how to understand the difference between integrative negotiating and distributive negotiating; assess and analyze your current negotiating styles; Identify 8 traits of an effective negotiator; deal with emotions during a negotiation; increase your credibility and trustworthiness; apply Dale Carnegie's 12 ways to influence people; and recognize four basic stages of negotiations
� Apply integrative negotiation tactics to achieve mutually beneficial results � Generate win-win outcomes through planning and preparation � Use questioning and listening skills to create a collaborative environment � Build trust, credibility, and respect to gain cooperation and influence others � Handle emotions when dealing with difficult behaviors and resolving conflicts
Competencies: � Conflict Resolution � Communication � Influence
