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About

A skill for life

Negotiating is a necessary skill for success in life. In business, as in life, negotiating a mutually beneficial deal is challenging. Give staff at all levels the skills to achieve an equitable outcome to any negotiation.

Wherever two people get together to do a deal, there’s the possibility that one will end up feeling cheated, angry or resentful, even though both set out believing that they could achieve a solution that would benefit each of them.

Case in point: Charlie and Kate.

These two businesspeople meet while calling on a common customer and fall head over heels into the delicate business of negotiating a relationship. Along the way, they learn through trial and error that negotiating is both a life skill and a business skill.

Negotiating Tying the Knotis unbeatable for demonstrating the various techniques and body language that can be employed and how emotional behavior leads to totally unproductive rows. There are also textbook demonstrations of how to deal with threats and ultimatums and to overcome deadlocks.

Learning Points

  • Ask what the other party wants
  • Define a flexible bottom line
  • Listen to and manage emotions
  • List all Your needs
  • Pitch high, make room for compromise
  • Trade points, don’t concede them
  • Don’t agree to separate parts
  • Use "what if" questions to avoid ultimatums

Program Includes

  • DVD (31 mins)
  • CD-ROM containing:
    - Leader’s Guide
    - Participant Worksheets
    - PowerPoint Presentation
Topics
Leadership and Management
Meeting Openers & Meeting Management
HR and Workplace Issues
Uses
Communication
Release Date
Jan 1, 1995
Video Running Time (minutes)
31:00
Producer
Video Arts
Presentation Style
Dramatic Presentation
Course ID
00572

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