Roberts & Roberts Associates - Negotiating Skills

Roberts & Roberts Associates leads the way in providing cutting-edge negotiation skills training. Whether you are a sales professional, purchasing agent, manager, or individual contributor, we have a course that's just right for you.

Title

Duration

Target Audience

U

Applied Negotiating Skills

2-days

Sales and marketing professionals

Details

Negotiating Skills for Buyers

2-days

Buyers and purchasing agents

Details

Negotiating Without Confrontation

1-day

Managers, team leaders, individual contributors

Details

Persuasion Power

1-day

All professions and disciplines

Details

Applied Negotiating Skills Workshop

Negotiating skills are essential for every professional. Not only are these skills used in buying-selling transactions, they play a central role in settling disputes, negotiating contracts, setting priorities, reaching compromises, and even assigning resources to tasks. The Applied Negotiating Skills Workshop makes these skills accessible to all, as it should be - not just professional arbitrators. The workshop is based on the win-win philosophy of negotiations, but it is also practical in the sense that it recognizes and addresses the fact that one-in-four people are naturally inclined to use an adversarial or competitive style of negotiations. It also deals with contemporary issues, such as team-based negotiations and negotiating via e-mail. The concepts and methods covered in this workshop are reinforced through skill practices that simulate realistic negotiating scenarios. Videotaping is optional for those who wish to see how their body language and speaking nuances influence their effectiveness at negotiating. (Click here for a description of the Applied Negotiating Skills Workshop specifically for professional buyers.)

Topics

Exploring the practical basis for win-win negotiations

Understanding the psychology of negotiations

Critical mistakes that are often made during negotiations

Pre-negotiations - gathering information

Establishing your goals, objectives, and BATNA

Identifying and understanding your negotiating style

Reading and adapting to the style of others

Dealing with win-lose type personalities

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 negotiations - important dos and don'ts

Primer on inter-cultural negotiations

Keeping the situation under control

Giving and taking concessions

Effective negotiating tactics - tips and techniques

Recognizing and defending against negotiating ploys

Negotiating job priorities and task assignments

Breaking deadlocks and avoiding impasses

Competitive bidding - some important dos and don'ts

Bring the negotiations to successful closure

Skill practices and exercises

Duration: 2-days.

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Negotiating Skills for Buyers
Practical Skills for Negotiating With Product Sellers & Service Providers

This workshop deals with negotiating skills and strategies from the buyer's perspective. It is specially geared for professionals who are charged with procuring products and services from vendors and contractors while representing the "best interests" of their companies and internal customers. While the workshop is based on the win-win philosophy of negotiations, it is tempered by the fact that one-in-four people will assume an adversarial or competitive style of negotiations. The workshop also deals with contemporary issues, such as team-based negotiations and negotiating via e-mail. The principles covered in this workshop are reinforced through skill practices that simulate realistic negotiating scenarios from a buyer's perspective.

Topics

Exploring win-win negotiations from the buyer's perspective

Working with internal customers to clarify requirements and expectations

The art of diplomacy as an intermediary between suppliers and internal customers

Games that sellers play

Understanding the psychology of negotiations

Critical mistakes that buyers make during negotiations

Ploys used by sellers that can put you at a disadvantage

Tracking and improving the negotiating process ― honing your skills

Pre-negotiations ― gathering information

Pre-assessing the total cost of ownership (TOC) from your company's position

Establishing your goals, objectives, and BATNA

Identifying and understanding your personal negotiating style

Reading and adapting to the negotiating style of others

Dealing with competitive and "hard nose" negotiators

Negotiating in impersonal situations, such as e-mail

Negotiating from a weak position

Establishing your negotiating strategy

Reading and assessing the interests and motivations of the other party

Expanding the pie and building integrative agreements

Team negotiations ― important dos and don'ts

Primer on inter-cultural negotiations

Keeping the situation under control

Giving and taking concessions

Assessing the relative value of concessions

Effective negotiating tactics ― tips and techniques

Recognizing and defending against negotiating ploys

Breaking deadlocks and avoiding impasses

Competitive bidding ― some important dos and don'ts

Using a simple scoring system to compare offers/bids

Bring the negotiations to successful closure ― formalizing the agreement

Skill practices and exercises geared for buyers

Duration: 1- or 2-day program (outline above is for the comprehensive 2-day program)

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Negotiating Without Confrontation

This workshop is designed to give you the practical skills you 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. This 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 through skill practices that simulate realistic negotiating scenarios.

Topics

The 3 Negotiating Levers

Reading & Understanding Negotiating Styles

Games That Adversarial Negotiators Play

Games That Competitive Negotiators Play

The Psychology of Negotiations - 12 Key Factor

Expanding Your Options

Critical Mistakes Made During Negotiations

Negotiating Tactics & Techniques

Staying Calm Under Pressure

Words & Tone of Voice

Giving & Taking Concessions

Telephone & E-Mail Negotiations

Competitive Bidding

Duration: 1-day.

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Persuasion Power Workshop

Good ideas alone are not enough . . . you have to have persuasion-power if you need buy-in from others! This workshop will provide you with practical tools for upping your ability to influence others through the use of personal persuasion-power. More than a list of to-dos, you will learn a systematic approach for framing your argument and presenting a compelling case for action that favors your position.

Topics

Understanding the psychology of persuasion
Formulating an outcome-driven Persuasion Plan
Mastering the 9 Laws of Persuasion
Recognizing the games that skeptics and cynics play
Avoiding mistakes that will diminish your persuasion-power
Using motivational factors to your advantage
Enhancing your personal credibility and likeability
Gaining commitment to move from acceptance to action
Seeing the situation from the other person’s perspective
Understanding and exploiting the “power curve” – how to influence when lacking authority
Using the Aikido Technique of Persuasion to handle attacks & win support of opinionated people
Generating plausible alternatives for framing your argument and defending your position
Presenting your case with confidence while avoiding the appearance of “shysterism”
Marrying logic with emotion – using “appeals” to your advantage
Identifying and understanding your personal negotiating style
Reading and adapting to the style of others
Reading body language and behavior patterns
Exercises, toolkit, & skill practices for applying personal persuasion-power

Duration: 1-day

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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 are descriptions 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

Roberts & Roberts Associates Home Page
http://www.R2assoc.com

Hit Counter

Title	Duration	Target Audience	U
Applied Negotiating Skills	2-days	Sales and marketing professionals	Details
Negotiating Skills for Buyers	2-days	Buyers and purchasing agents	Details
Negotiating Without Confrontation	1-day	Managers, team leaders, individual contributors	Details
Persuasion Power	1-day	All professions and disciplines	Details