(New) EXECUTIVE NEGOTIATION: BARGAINING FOR ADVANTAGE

(5 Days)

SUITABLE FOR:

Senior Managers, Managers and Supervisors from all disciplines, it is particularly suitable for those in marketing, sales, purchasing, banking and finance.

.

SUMMARY:

In today's increasingly competitive environment, managers and supervisors at every level are likely to become ever more involved in a wide range of negotiations. Whether negotiating internally for scarce resources, or externally in a highly competitive market place, buyers and sellers alike must develop the skills that enable them to achieve wise and really effective agreements.

. The topics covered include:-

* Preparing an effective negotiating strategy
* Trading concessions
* Identifying the variables and building a
   power base
* Signalling - the importance of words, phrases
   and gestures
* Recognising and employing the relevant 
   tactics at each stage
* Sharpening questioning and listening skills
* Adopting a win/win approach

OBJECTIVES:

BRYAN SMITH CEng, MIEE, MIM, FCPID, MIMC

1988 - date: Independent Consultant

1959 - 1988: He spent 15 years in the engineering industry. He joined Cummins Ltd as a Training manager with responsibility management development. Later he joined the Central Training Council advising Industry Training Boards on training standards including management training and their advisory role, through several research studies. Bryan spent five years with the Food, Drink and Tobacco Industry Training Board in management development consultancy and the production of packages in Coaching and Self-Development for Manpower Services Commission. Management development experience continued with British Timken (a subsidiary of Timken Ohio) and then the College of Management , Dunchurch (General Electricity Company) where he was mainly involved in In-company consultancy. Bryan joined Sundridge Park Management Centre in 1984 where he was Director of Studies.

He has written numerous articles covering self development, coaching, team building, managing change, course management, training of trainers, business simulations networking.

He is currently editor of the UK Journal Industrial and Commercial Training.

Publications: Books:

Developing Managers Through Project Based Learning.

Publisher: Gower Publishing Limited - First edition 1997.