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Targeted Negotiations
This course was designed BY people who negotiate, FOR people who want to learn how to negotiate. MJLearning instructional designers studied, analyzed and interviewed top level sales and marketing executives over a period of two years in order to identify the components in successfully negotiating contracts and agreements involving millions of dollars in Corporate America today. Targeted Negotiations is an analysis of the successful steps that brought about these mutually profitable agreements. There are six steps vital to Targeted Negotiations—some you may be familiar with, and others may be new to you:
- Targeting the Problem: Focusing on the problem keeps it separate from the people, and reduces possible personality conflicts.
- Targeting the People: Understanding the people involved gives you the power to influence them.
- Negotiating Profile: Strategize and expand alternative solutions.
- Hidden Issues: Uncovering other issues that may block an agreement.
- Setting Guidelines: Measure against a fair criteria that both parties agree upon.
- Handling Conflict: Control inflexible, manipulative situations.
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