THE CHALLENGE
Every day involves negotiations: what to buy, how much to pay, where to go, what to do, how to solve problems, get the right resources,…. Are you fully equipped to get the best outcomes possible? What if you could improve your negotiating abilities by at least ten percent? Imagine how much better off you’ll be over the course of your lifetime.
WORKSHOP GOALS
This two-day, interactive workshop is designed for all individuals who desire to address and improve their negotiating skills. Case studies, video clips, practice sessions, and copious examples help you translate new knowledge into job-related and life enhancing skills.
Address how to:
- Prepare for a negotiation, whether in project-based or personal work
- Recognize the four forces present in every negotiation
- Get a negotiation session off to a good start
- Deal with deadlines
- Ensure that all preparations are complete
- Recognize and counter typical strategies and tactics
- Develop acceptable concessions
- Close a successful negotiation
- Achieve win-win outcomes
| “The cheapest concession you’ll ever make is to let the other side know they have been heard.” – Roger Fisher and William Ury, Getting To Yes: How to Negotiate Without Giving In. |
WORKSHOP OVERVIEW
Experience each stage of a negotiation, from the initial planning to the final “handshake” and agreement. Basic negotiation principles are covered, including how to use the four basic forces in every business negotiation: power, information, timing, and approach. Understand and use negotiating techniques as a means to move people from stalemate to solution. Get better outcomes in any and every interaction, based upon what you negotiate.
Topics include how to:
- Appreciate negotiations as productive and helpful
- Recognize when something can be negotiated
- Prepare for a negotiation
- Identify ten rules of negotiating
- Use basic negotiation principles
- Apply a Negotiation Lifecycle
- Tap four basic forces in every negotiation
- Create effective alternatives for reaching successful agreements
- Move people from ineffective negotiating strategies and tactics to more cooperative and mutually beneficial approaches
- Deal with deadlines
- Develop acceptable concessions
- Recognize and counter typical negotiation strategies and tactics
- Skillfully use power, information, and timing in a negotiation
- Develop an effective negotiation plan
- Overcome typical negotiating barriers
- Understand the human side of negotiation
- Bring every negotiation to a successful close
- Have fun negotiating!
INSTRUCTOR
Randall L. Englund, is an independent management executive consultant, author, trainer, speaker, seminar leader, and professional facilitator. He founded his own consulting business, Englund Project Management Consultancy (www.englundpmc.com). He develops compelling, multi-media material, speaks and consults world-wide to client management teams, and coaches executives about their role in creating an environment that optimizes results from project-based work. In addition to numerous papers and articles, Randy co-authored these best-selling business management books: Creating an Environment for Successful Projects, Creating the Project Office, and Project Sponsorship. His most recent books are The Complete Project Manager: Integrating People, Organizational, and Technical Skills, and The Complete Project Manager’s Toolkit.
Randy helps people discover the means to achieve more from project-based work, using assessments, multimedia experiences, and systemic inquiry. His organic, interactive approach includes the behavioral, technical, business, and change management aspects that create an environment for project success. His “insights and style bring the concepts from way up there, to right down here, equip you with the tools, and empower you to act.” He teaches “Leading and Managing Technical Projects” for Northeastern University’s online course.
Randy’s previous experience was as a senior project manager at Hewlett-Packard Company in the Project Management Initiative, whose purpose as a project office was to lead the continuous improvement of project management across the company. At HP, he led workshops and consulted with product developers on cross-organizational projects. During his 22 years at HP, Randy was a program manager in computer system product development, and he participated in new product development teams, bringing personal computer systems to market and resolving difficult cross-organizational issues. He was a major account marketing engineer and a manufacturing engineer for real time computer systems. Randy also worked for General Electric Medical Systems as a field service installation supervisor.
Randy holds a B.S.E.E. from the University of California, Santa Barbara, an M.B.A. in Management from San Francisco State University, an honorary Engineering and Management degree from Cal Poly State University, San Luis Obispo, and attended Stanford University’s “Converting Strategy into Action” and “Mastering the Project Portfolio” programs. He is a certified as a New Product Development Professional (NPDP) and as a Certified Business Manager (CBM) by the Association of Professionals in Business Management. He was awarded as a Beta Gamma Sigma member, earning lifetime recognition for exemplary achievements in business academics. The Project Management Institute honored Randy with the Distinguished Contributions Award in 2013 for his body of work and the Project Management Excellence Award in 2018.