“Let us never negotiate out of fear. But let us never fear to negotiate.”

- John F. Kennedy

Master Negotiator

Today, the need for effective negotiation skills is greater than it has ever been, primarily due to technology and the Internet. Today’s prospects, customers, and business partners are more educated and prepared, have access to information right away, and have more alternatives available.

In response to this new reality, negotiators must be equally informed and prepared, respect the other party’s interests, and be ready to provide "win-win" solutions to remain competitive.

  • Understanding the need for negotiation skills in business

  • Identifying the characteristics of a good negotiator

  • Identifying individual negotiating styles

  • Knowing and applying the steps in the negotiation process

  • Explaining strategies that could be used in negotiation

  • Preparation – information gathering and goal setting

  • Developing communication skills essential to negotiate successfully

  • Gaining confidence – demonstrating persuasive and assertiveness techniques

  • Achieving the best deal/outcome possible

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