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Training, seminars, workshops, and keynotes in the area of negotiation Include:
 Negotiation Mastery: 44 Negotiation Tactics - And Counter Tactics
Be Prepared: How to Go From "Winging It" to "Winning" in Negotiations
Strategic Negotiations - Yours and Theirs
Program Description
You may have mastered a handful of classic negotiating tactics and counter tactics - but do you know 44 of them? Do you have the confidence, when a negotiation tactic arises, to recognize it and then use the counter-tactic? This program presents 44 of the most commonly used tactics and counter tactics and a sure-fire way for you to master them.
In this program you will learn:
- Classic negotiation tactics
- Effective negotiation counter tactics
- How to master all 44
Who should attend?
Managers and professionals across all industries and functional areas.
Program Description
Given the turbulent business climate worldwide, 'winging it' in negotiations won't consistently lead to success, even if you have deep and broad experience with the other side. What still works well is a long time horizon that allows for both macro and micro research of the other side's industry, organization, and the people at the table as well as the people behind those at the table. Preparation for any negotiation is key.
In this program, you will learn:
- What doesn't work in negotiation strategies
- What really works and how to apply it
- How to leverage your learning to achieve negotiation success
Who should attend?
Managers and professionals across all industries and functional areas.
Program Description
You know what you want as a result of an upcoming negotiation. But have you strategically thought through the various alternatives you would be willing to accept? And just how much do you truly know about the other side and the alternatives they might be willing to accept? Usually, when you compare what you know you want in a negotiation with what you suspect the other side wants, the latter comes up short. Why? Because you haven't done enough, detailed research on what's in the deal for them before you sit down.
In this program you will learn how to:
- Approach negotiations strategically
- Determine what you want from a negotiation
- Identify what the other side wants from a negotiation
This program will demonstrate that what you don't know will hurt you...and how to prevent it.
Who should attend?
Managers and professionals across all industries and functional areas.
 Negotiation expert, David R. Palmer, PhD, is an experienced management consultant, executive, educator, and professional speaker. His expertise is based on over twenty-five years of work in industrial and professional service settings in firms of all sizes. He is Founder and President of the Institute for Marketing and Innovation, Inc. a management consulting firm in Santa Clara, California. He has a PhD and an MA in Management from the Peter F. Drucker Graduate School of Management at Claremont Graduate University as well as an MBA in Finance and an MS in Accounting from the Wharton Graduate School at the University of Pennsylvania, and a degree in Economics and Accounting from Claremont McKenna College. He has taught in the MBA program at Santa Clara University for 18 years.
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Contact
David R. Palmer PhD: DPalmer@Fripp.com
David R. Palmer, PhD is author and creator of the How to Master Price Negotiations for Sales Professionals CD.
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