Improve your Negotiation Skills

Improve your Negotiation Skills - DPE/DPM Education...

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DPE/DPM Education IBM Global Services 05/20/10 © 2005 IBM Corporation Improving Negotiation Skills
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DPE/DPM Education © 2005 IBM Corporation 2 IBM Global Services 05/20/10 Objectives After completing this course, you will be able to: Define the goals of negotiation Identify the three general categories of negotiating styles List the seven elements of negotiations Define the four essentials of negotiation skills List the three stages of negotiation Define the steps in measuring a successful negotiation
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DPE/DPM Education © 2005 IBM Corporation 3 IBM Global Services 05/20/10 Agenda We will cover the following topics in this course: Introduction to Negotiations Goals of Negotiations Negotiating Styles Seven Elements of Negotiations Four Essentials of Negotiations Three Stages of Negotiations Why Good Negotiators are Effective Measuring Success Summary, Next Steps, and Resources
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DPE/DPM Education © 2005 IBM Corporation 4 IBM Global Services 05/20/10 Introduction to Negotiations You might think of negotiation as something that happens in the corporate boardrooms or diplomatic conferences, but everyone uses negotiating skills. You negotiate with family members over use of the telephone, which television program to watch, where to eat dinner, or how to spend the family budget. You negotiate with people at work about schedules, assignments, cost challenges, space, and equipment. Negotiation is simply a way of communicating that allows you to resolve conflicts, obtain the cooperation of others, and reach personal and professional goals. The following examples are ways in which to view negotiations .
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DPE/DPM Education © 2005 IBM Corporation 5 IBM Global Services 05/20/10 Goals of Negotiation The primary goal of negotiating is to get an acceptable agreement that satisfies your interests and the interests of other parties. Negotiating goals: Build productive relationships that enable negotiating parties to deal with differences in a constructive way, while enhancing their ability to work together on future negotiations. Use the negotiations as a joint problem solving dialog to create value for both parties by discussing multiple options.
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DPE/DPM Education © 2005 IBM Corporation 6 IBM Global Services 05/20/10 Goals of Negotiation ( cont’d ) Verify that agreement is better than your alternatives. You want to determine if the agreement you are able to reach. with the other party is better than your best alternative. An alternative is a course of action you can take alone or with another party. Develop criteria as part of the agreement. This helps to ensure that the agreement is fair to both parties.
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Improve your Negotiation Skills - DPE/DPM Education...

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