Course duration
- 1 day
Course Benefits
- Understand key negotiation strategies and tactics that are essential for IT Professionals.
- Gain insights into proper negotiation preparation.
- Acquire a life skill you can use at work and home.
Course Outline
- Important Concepts for IT Professionals
- Win-Win, Win-Lose, and Lose-Win
- Distributive vs. Integrative Negotiation
- Competitive vs. Cooperative Negotiation
- Needs vs. Wants
- Negotiation Preparations
- Understand What You're Negotiating
- Know Your Objectives
- Know Your Bottom Line
- Know Your Ability to Walk Away
- Negotiation Strategies
- Look for Mutual Gain
- Invent Creative Options
- Negotiate the Problem Not the Person
- Trade Effectively
- Handling Difficult Tactics and Advantages/Disadvantages
- Threats, Withdrawal, Pressure
Class Materials
Each student will receive a comprehensive set of materials, including course notes and all the class examples.
Instructor-led courses are offered via a live Web connection, at client sites throughout Europe, and at our Geneva Training Center.