Negotiation Skills for Senior Personnel

Course

Course duration: 1 day

Course cost : €250 Engineers Ireland/Engineers Skillnet member

                    €350 Non-Engineers Ireland but Engineers Skillnet member

                    €425 Engineers Ireland but non-Engineers Skillnet member

Overview 

We all have to Negotiate on a daily basis in both our professional & personal lives, as the things we want to acquire, or achieve are commonly owned, controlled, or influenced by someone else. Negotiation is an intrinsic part of our dealings with other people.

This course presents a framework for understanding the structure of a negotiation and preparing an appropriate strategy. Considerable emphasis is placed on the practical side of negotiation, through tailored negotiation role-play and discussion of real negotiation situations and challenges.

The aim of the course is to give participants both conceptual understanding and practical skills for effective negotiation.

Who should attend

Engineers and professionals with some experience in negotiations and working out deals.  Senior Professionals or those who can apply their current experience to getting the best deal when Negotiating. 


Outline

Course Content

  • Introduction to negotiation
  • Preparing for a negotiation (Role-play)
  • Bargaining strategies
  • Win-win negotiation
  • Conflict management and dispute resolution (Role-play)
  • When negotiation goes wrong
  • Hard ball tactics and tricks   

On completion of this course, participants should be able to:

  • Understand the underlying structure and dynamics of a negotiation situation
  • Prepare a negotiation strategy before entering negotiations
  • Establish trust and influence negotiation counterparts to solve problems
  • Negotiate effective “win-win” solutions  

 


Trainer Profile

Stephen Boyle works as an independent management consultant and trainer in negotiation and is a member of the adjunct faculty at UCD Michael Smurfit Graduate School of Business, where he has taught Negotiation skills to MBA students for six years.

 

Stephen has worked with clients in the public and private sectors, and is currently a leading adviser in the development of international management education programmes for the UN International Trade Centre in Geneva.