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Effective Negotiation

Overview
This course is designed for anyone who has to negotiate with vendors.

Objectives of the course

• Negotiation
  • Understand what a contract is, the key elements and what can make a contract invalid
  • Understand the different types of contracts
    • Oral vs. Written
    • Purchase Orders
    • Simple Contracts
    • Complex Contracts
  • Understanding your negotiation style and that of others so you can adapt your negotiating style to fit the situation
  • Recognizing and responding appropriately to the use of power and pressure
  • Recognizing and responding to counter productive negotiating tactics
  • "Win-Win" Negotiation
  • An Understanding of how to Negotiate a Contract
    • Getting ready for the negotiation
    • The Seven Rules to negotiation
    • Closing the deal

Course Format
Participants will learn through mini-lecture, discussion, skills practice (role plays and case studies), and small and large group exercises.

Duration
1 day

Class Size
6 to 15 participants