Advanced Negotiations: Never Split the Difference
Overview
Anytime someone says "I want," "I need," or "Will you," you are in a negotiation. For decades, the negotiation techniques described in Getting to Yes by Fisher and Ury of the Harvard Negotiations Project were the world's standard negotiation methods. These techniques involved collaborative methods for discovering how to make the "pie" bigger and then split it.
More recent research on human psychology has revealed new methods that will allow you to do even better. Sometimes, you can't settle for getting half of what you want. Sometimes you have to have it all. This session explores negotiating's human side, to give you powerful people skills that will help you get more.
Delivery Method: Individual webcast
CPE Credit: Business management & organization
Program Level: Intermediate
Highlights
- Negotiations
- Business Management
Prerequisites
Some management experience helpful
Designed For
Anyone seeking to improve their negotiating skills
Objectives
- Listening skills are your secret weapon
- Getting information from your counterpart
- Silence is your friend
- Make the other party bid against themselves
- Reacting to a low-ball offer
Preparation
None
Leader(s):
Leader Bios
John Daly, CPA Crossings, LLC
John Daly, CPA, MBA, CMA, CPIM, has been a professional speaker since 1995. He seeks to make every session lively, informative and fun using a combination of case discussion, lecture and peer-to-peer interaction. John has presented in 46 states and five provinces on topics that include accounting, finance, management, software and ethics. He began presenting ethics two weeks before the Enron scandal broke. John has been CFO for a tier one automotive parts supplier and a large restaurant chain and COO for a window treatments manufacturer and retailer. He is the author of Pricing for Profitability, published by Wiley & Sons, as well as numerous professional articles.
Non-Member Price $109.00
Member Price $79.00