AUDIENCE
Procurement managers (federal and commercial)
Negotiation Strategies and Techniques provides a solid battery of strategies, tactics and skills that are effective in contract formation and contract administration negotiations. Every key phase of the negotiation process — from start to finish — is covered in this dynamic course, designed as a hands-on workshop that encourages participants to develop and test their skills. The course engages participants through a series of negotiation trials, providing valuable situational experience. You’ll discover the merits of thorough preparation as you identify and resolve issues and guide efforts toward measurable goals.
Learning objectives
- Strategize and prepare for contract negotiations.
- Use proven techniques for conducting a negotiation session.
- Understand your strengths and use them to your advantage at the negotiating table.
- Use 65 proven techniques for influencing the other party.
- Maximize key listening and question - asking skills that get you the information you need.
Skills
- Knows key negotiation points
- Negotiations on value
- Competitive negotiations
- Influencing techniques
- Persuasion techniques
PDUs
- Onsite instructor-led: 4 days - 28 / 3 days - 22.5
- Virtual instructor-led: 4 days - 28 / 3 days - 22.5
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