The ability to negotiate effectively is a key management competency especially for those people who purchase equipment, materials and services for the organization. This seminar is designed to enhance the skills of participants by giving them insight into negotiation strategies and techniques. Participants will also be given the opportunity to practice their skills in classroom negotiating sessions.


By the end of this seminar participants will have considered how to:

· Understand the Negotiating Environment

· Properly Evaluate Their Negotiating Leverage

· Set Appropriate Negotiation Goals

· Develop an Effective Negotiation Strategy

· Utilize Negotiating Techniques

· Move from No to Yes

· Structure the Agreement


· Foundations of Negotiating

· Overcoming Problems in Negotiating

· Characteristics of the Effective Negotiator

· Negotiating Ethics

· Underpinnings of a Successful Negotiation

· Selecting the Right Negotiation Strategy

· Situational Tactics

· Team Negotiations

· Negotiating Techniques

· Confrontation vs. Cooperation

· Structuring the Agreement