IMI - International Company for Human Resources & Management Development

Smart Negotiating Moves

Developing Negotiation Skills & Strategies that Work

In business, you don't get what you deserve, you get what you negotiate.

Chester L. Karrass

Managers and executive are measured by how much they get done. Successful managers and executives know that they can’t do it alone. So they use others to help them reach their goals. How do they do that? Through one common skill: superior negotiation. Negotiating is the highest level of communication. It requires the most challenging skills and competencies to always achieve win-win outcomes.

Benefits & Added Value

  • By attending this program participants will:

    Manage the process of negotiating.

    Use the most effective negotiating tactics.

    Provide opportunities to practice certain win-win techniques.

    Negotiate with confidence.

  • Who Should Attend?

    Executives involved in negotiations as an integral part of their job duties, purchasing professionals, sales, marketing and business development executives, project managers, team leaders and financial managers.

Program Content

  • Effective planning and strategy for any negotiation.

    When to and when not to negotiate.

    Becoming more persuasive.

    Building credibility, goodwill and winning solutions for both parties.

    Pulling information from the other parties.

    Reaching agreements and resolving conflicts.

    Turning negotiation problems into opportunities.

    Avoiding biases.

    Capitalizing on counter-arguments and objections.

    Developing mutual partnership agreements.

    Building consensus and win-win situations.