Roberts & Roberts Associates - Negotiating Without Confrontation

Course Description:
This course is designed for professionals who are occasionally required to negotiate with other parties in matters pertaining to terms, conditions, deliverables, and fees that are related to their technical specialty. The workshop is designed to reinforce practical skills you will need to represent your interests in tough negotiating situations . . . skills that will help you hold your own without being intimidated by the confrontational style of the so-called “hard-nose” negotiator or the winner-takes-all style of the competitive negotiator . . . skills that will keep you from being exploited by those who do not play by the win-win rules. The workshop also covers contemporary issues, such as team-based negotiations and negotiating via e-mail. The concepts and methods covered in the workshop are reinforced using a tactical approach to learning that is employed by the U.S. Army in training field commanders.

Topics

Understanding the psychology of negotiations
Identifying, understanding, and adapting your negotiating style
Reading the style of others
Understanding silent signals your body language is sending
Games that adversarial negotiators play
Games that competitive negotiators play
Critical mistakes that are often made during negotiations
Pre-negotiations¾gathering information
Establishing your goals, objectives, and BATNA
Negotiating in impersonal situations, such as e-mail
Negotiating from a weak position
Establishing your negotiating strategy
Assessing the interests and motivations of the other party
Expanding the pie and building integrative agreements
Team negotiations¾important dos and don’ts
Keeping the situation under control
Giving and taking concessions
Effective negotiating tactics¾tips and techniques
Breaking deadlocks and avoiding impasses
Competitive bidding¾some important dos and don’ts
Bringing the negotiations to successful closure

By the authors
of . . .

Duration: 1-day

Instructors:

Lon Roberts, Ph.D. is the principal designer and instructor of the course. Dr. Roberts has held positions as a systems engineer, college professor, association executive, and is currently a principal partner of Roberts & Roberts Associates, an international training and consulting firm based in Plano, TX. He is also the author of four books and numerous articles and is frequently invited to speak at conferences and professional meetings.

Sharon Roberts brings to the seminar her expertise in dealing with the critical human factors ... factors that are amplified in importance in negotiating circumstances where tensions are high and body language can send unintended signals to the other party. Sharon is currently the President of Roberts & Roberts Associates. She has also held positions with Xerox, Raytheon, and Lennox Industries.

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Training & Development Programs for
Administrative Professionals

Roberts & Roberts Associates is proud to offer The Platinum Series™ ... a set of top-tier courses specially geared for contemporary administrative professionals and the challenges they face in the workplace. Participants will be issued a certificate of completion that complies with the documentation requirements for CAP^® and CPS^®recertification. Courses are available on demand and are occasionally offered on an open-enrollment basis. The courses are also available for sponsorship by associations, franchises, and other groups. To request information, click here.

Here is a synopsis of the courses in the series:

Analytical Skills for
Administrative Professionals™

This 2-day course builds skills in three areas: 1) detecting and preventing potential problems - making others aware of problems before they escalate or spiral out of control; 2) making real-time decisions by rapidly assessing the facts and assumptions; and 3) identifying logical errors, false conclusions, and unsubstantiated assertions. You will also learn how to use MS Excel to analyze data and create compelling charts and graphs. A customized 1-day version of this course is also available. (For more details on this course, click here.)

Practical Project Management for
Administrative Professionals™

In this 2-day course you will learn how to use a 10-step framework to plan and organize projects that are of the scope and variety that administrative professionals typically encounter. You will also learn how to use certain tools in the project manager’s “toolkit” to assist in executing projects, tracking progress, and dealing with the difficult “human challenges” that are known to accompany high-pressure, high-profile project. A customized 1-day version of this course is also available.

Multitasking Skills and Tools for
Administrative Professionals™

This 1-day course is designed to deal with the challenges that virtually every administrative professional faces: How to juggle multiple tasks while supporting multiple internal customers—each of whom feels that his or her projects and tasks should take top priority. In this course you will learn practical skills in managing multiple tasks and dealing with competing and concurrent demands for your time, energy, and attention from multiple sources.

Tact and Diplomacy Skills for
Administrative Professionals™

Administrative professionals are required to be masters at communicating their thoughts and ideas. They must be adept at asking questions, presenting facts, expressing opinions, and getting their point across in delicate situations ... without coming across as abrasive or insensitive. This 1-day course emphasizes practical skills in dealing with these very difficult challenges. Scenarios and exercises are used throughout the course to reinforce the skills.

Negotiating and Persuasion Skills for
Administrative Professionals™

Whether negotiating with superiors, customers, peers, or vendors, administrative professionals encounter negotiating "opportunities" every day. In this 1-day course you will learn practical skills for negotiating with peers and associates in situations involving task assignments, priorities, resource utilization, and other matters that are internal to the organization. You will also acquire skills in negotiating with vendors and suppliers for issues involving costs, features, terms, and conditions.

Writing and Editing Skills for
Administrative Professionals™

Whether writing a memorandum, e-mail message, or department manual, it is important to apply certain principles to ensure the information you wish to convey is communicated clearly, accurately, and succinctly. In this 1-day course you will learn skills for enhancing your writing ability. You will learn how to frame your message to get the reader's attention and evoke a response when needed. You will also learn how review and tactfully recommend changes to documents that have been prepared by others.

Conducting Internal Surveys and Needs Analyses™

This 2-day course is designed for administrative professionals who are called upon to conduct internal surveys to collect data in support of organizational decisions and initiatives. Surveys may be used to assess training needs, the effectiveness of internal communications, or employee attitudes toward a recent policy change ... to name a few. Participants will learn how to design a valid survey instrument, administer the survey, use incentives to increase the response rate, compile the data, and create a report of the results.

Delivering Presentations to Co-Workers and Managers™

As the responsibilities of administrative professionals have expanded many are now asked to deliver presentations to their peers and managers. For example, they may be called upon to brief co-workers on the use of a new office system, or they may be asked to deliver a summary presentation to managers on the results of a recent internal survey. In this 1-day course, participants will learn how to analyze the information needs of the audience and then prepare and deliver a compelling presentation with confidence.

Excel for Right-Brain Thinkers™

This 1-day course is for individuals needing a basic knowledge of Excel and who might also describe themselves as "right-brain" thinkers ... non-analytic types who learn best by starting with the "big picture" rather than memorizing an array of commands and functions. The course uses an innovative approach based on examining actual worksheets and then giving the participants ample opportunity on their own to produce modified versions of the examples. This engaging "side door" approach enhances both comprehension and retention.

To inquire about an on-site or customized workshop, call us at (972) 596-2956 or
send an e-mail message to: info@r2assoc.com

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http://www.R2assoc.com

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