Negotiations: Learn the value of negotiating outcomes.

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.

Register to reserve your spot today!

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.

IV. Content

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.

Time DAY 1
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
Time DAY 2
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.

Register for this two-day workshop today!