Personal Effectiveness in Negotiating

Enhance your credibility at the negotiation table

Negotiating is about people and content. An effective negotiator pays respect to both. Are you soft on people but hard on problems? Or are you continuously turning people against you in the pursuit of the ultimate goal of your project? Judge yourself, and be judged on your negotiation style.

‘Personal Effectiveness in Negotiating’ (PEN) is an intense, practical program that consists of two modules of two days each and is followed by a one-day workshop. The training course is designed for professionals who are regularly involved in negotiation situations. From ‘tough’ contract meetings to ‘simple’ purchasing tasks: negotiating is part of the deal. The human, relational and professional factors that play a role in each negotiation talk are essential in this program.

Content
Keeping the two main methods of negotiating (positional (win-lose) and principal (win-win) negotiating) in mind, you accumulate more knowledge and skills in negotiation situations. By means of role plays and example cases from your work, you learn how to effectively use the opportunities and limitations of both methods in a (semi-) realistic context. An analysis of your own strengths and weaknesses and those of your negotiation partners explicitly reveals your position at the negotiation table. You will start to appreciate the expression that each negotiation is a negotiation with yourself.

During the training course you will learn:
- to prepare negotiations in a systematic and goal-oriented way
- use strategies
- get the most out of each negotiation round
- adjust your communication style to that of your negotiation partners
- deal effectively with the tension between collaboration and competences
- value each different viewpoint
- obtain the best result without jeopardizing your relationship.

Participants’ profile
Managers, marketing and sales managers, personnel managers, account managers, project managers, collective agreement negotiators, lawyers, staff officers, consultants and others who need negotiation skills in their work. Former participants are also welcome to join the training course at a lower price.

Program structure
The program consists of two modules of two days each and an additional workshop in line with the training course. Personal learning goals and practical situations at work are an essential part of the program.

Module 1, two days
Subjects
- Negotiation methods
- Stages in negotiation talks
- Styles of conflict
- Self-knowledge
- Individual cases

Module 2, two days
Subjects
- From preparation to agreement
- Dilemmas
- Dealing with power
- Irrational behavior
- Individual cases

Workshop, one day, held two times in a year
Subjects
- In-depth information following training course
- Cases from work

Result
After this training course, you will be better prepared for content, procedure and goal of negotiations. You will be able to distinguish the different stages in the process and how to make the best use your negotiation position. Because you are more capable of weighing and securing differing interests, a good negotiation result while maintaining a good relationship comes within closer reach.

PEN tailor-made
If you prefer an individual or in-company training course, you will be offered a quotation following an intake interview.

Dates
Mod 1: 12-13 March, 2009
Mod 2: 23-24 April, 2009

Registration
To register for a course, please fill out this form.

Information and guidance
To qualify and register please contact the Training Advice Bureau, telephone +31343 55 6369 or info@debaak.nl

Price
€ 3,070

Location
Noordwijk or Driebergen

Number of participants
Minimum: 10 Maximum: 14