I. Overview June 14-15 2016 (Cost $995 per person)
The Negotiation two-day workshop teaches a range of techniques negotiators employ to create value and claim value in their deal making negotiations. Leaders know that taking their negotiation skills to the next level requires outside training. Learn to maximize the value of negotiated outcomes by effectively navigating the process from setup to commitment to implementation.
II. Key Benefit
Whether you’re an experienced executive or an up-and-coming manager – working in the private or public sector – this program will help you shape important deals, negotiate in uncertain environments, manage conflict, improve working relationships, claim (and create) more value, and resolve seemingly intractable disputes. In short, this two-day program will prepare you to achieve better outcomes at the table, every single time.
III. Who Should Attend
Executives, entrepreneurs, sales professionals, marketers, manufacturers, government officials, and those medical professions who currently conduct negotiations will benefit from this workshop. Because the focus is on identifying your own negotiating strategies, strengths, and weaknesses, those with extensive negotiating experience and those who are transitioning into a role in which they will have to conduct negotiations are encouraged to attend.
There is some lecture but more importantly we put you to the test. You will negotiate with different partners in a wide variety of situations. Through case studies and exercises all to enhance your negotiating ability and forge better deals.
|8:30 – 9:00AM||Course and Attendees Introduction|
|9:00 – 9:30AM||4 Central Concepts of Negotiations|
|9:30 – 10:00AM||6 Steps for Strategic Preparation|
|10:00 – 10:30AM||Negotiations Exercise|
|10:30 – 10:45AM||BREAK|
|10:45 – 11:10AM||Business Negotiations Essentials|
|11:10 – 12:00PM||Video – Negotiation Success and Failure|
|12:00 – 1:00PM||LUNCH|
|1:00 – 1:25PM||Negotiations Problems|
|1:25 – 2:00PM||Listening – the essential negotiation skill|
|2:00 – 2:30PM||Exploring options for mutual gain|
|2:30 – 2:45PM||Break|
|2:45 – 3:45PM||Breakthroughs strategies for mutual gain and separating people from the problem|
|3:45 – 4:15PM||Role play exercise|
|4:15 – 5:00PM||Negotiations video|
|8:30 – 9:45AM||Case Discussion|
|9:45 – 10:15AM||Nonverbal communications|
|10:15 – 10:45AM||Role of personality in the negotiations process|
|10:45 – 11:00AM||BREAK|
|11:00 – 12:00PM||Role Play exercise|
|12:00 – 1:00PM||LUNCH|
|1:00 – 1:45PM||Power negotiating opening segment|
|1:45 – 2:30PM||Power negotiating middle game|
|2:30 – 2:45PM||BREAK|
|2:45 – 3:30PM||Power negotiating end game|
|3:30 – 4:00PM||Video: Putting it all together|
|4:00 – 4:45PM||Negotiating principles that add up|
|4:45 – 5:00PM||Wrap-up|
V. Faculty Bio
Dr. James “Jim” Boles, Department Head of the Marketing, Entrepreneurship, Hospitality, and Tourism, was the 2014 recipient of the American Marketing Association’s Sales Special Interest Group’s Lifetime Achievement Award. He received this award for outstanding contributions to sales education and research. Five of his former doctoral students lead or are highly involved in sales programs at various universities around the United States. He was formerly a Professor of Marketing at Georgia State University (GSU) from 1990-2013 and received his Ph.D. from Louisiana State University in 1991. At GSU, he was honored with recognition awards from the Robinson College of Business for research (1997; 2001) teaching (1996), and Service (2006). Prior to returning to academia, Professor Boles worked in sales in the areas of investments and real estate. He taught in GSU’s internationally recognized MBA, PMBA, and EMBA. Jim was a former editor of The Journal of Personal Selling and Sales Management and was the co-director of the GSU sales program which he helped establish. He has published over 70 academic journal articles and has numerous other publications.
John Chapman is the Director of Executive Education and Adjunct Professor in Sales for the Joseph M. Bryan School of Business and Economics at The University of North Carolina at Greensboro. John also consults in the home improvement and energy industries. John holds an MBA from the Babcock School of Management at Wake Forest University and a BS in Finance from the University of Connecticut. He brings 29 years of experience leading high-level sales efforts in start-ups as well as established international companies in retail, manufacturing, and energy such as Kennametal Inc., Stanley Works, and Coca-Cola. John was awarded the prestigious Sales Excellence Award during his time at Stanley. From 1991 until 2007 he led Kennametal’s CPG sales effort growing revenue 15.62% CAGR. He also served on the board of directors for several start-ups and has been a member of the board of directors for Junior Achievement since 2002. John has also been named Junior Achievement Chair of the Board for the 2014/2015 fiscal year.