• Speaker: David Marcum
  • Leadology: Negotiation
  • Length: 94 Minutes
  • Recorded: 09.15.2011
  • Format: WebEx

Objectives.

• Find the most important principle of negotiation.

• 3 negotiation steps that make you instantly better.

• Discover where true negotiation power comes from.

• Learn how concessions hurt you.

• Dealing with deadlocks…that you win.

This event is available on-demand.

Details.

Taught by David Marcum

Every G5 event is taught exclusively by dynamic, highly-acclaimed authors. What they teach is backed by decades of research and client work.

Who is this event for?

Division Managers, HR Professionals, Procurement Professionals, Department and Division Leaders, Labor Relations Professionals, Public Relations, Team Leaders, L&D Professionals.

Membership gets you more.

G5 Membership gives you unlimited access to all of our tools and hands-on workshops and keynotes live from the experts. See our Plans and Pricing for details.

Low trust, high suspicion.

Too many agreements that could be successfully completed, and make both sides happy, never get made because of poor negotiating skills. Some agreements are despised shortly after they’re made due to last minute, unplanned concessions driven by irrational, in the moment emotions.

And agreements often fall apart not because of the big issues, but because of the ones that are so small they hardly seem worth noticing. Some people don’t negotiate because it seems “gamey” and it’s beneath them. Or they wing it and hope to come out on top. Passive/aggressive behavior is rampant in negotiations. Generally speaking, trust is low and suspicion is high. It’s time to change all that.

You're a negotiator.

You negotiate every day. You could be trying to get a customer to give you a bigger order in exchange for a discounted price. How about negotiating a raise? Or maybe you’re dealing with a supplier and you want both a better price and more service support. Perhaps you’re settling a dispute with another department or even with a strategic partner. In these and other situations you don't want to appear to be playing hardball and at the same time you don't want to cave in.

Agreed teaches you how to approach any negotiation and create the best outcomes for both sides. It moves away from typical adversarial approaches and toward better partnership agreements that build long-term relationships.