Course List:
The Art of
Negotiation: The Mutual Gains Approach
Learning Objectives:
Purpose:
This course, developed especially for NISH by the
Consensus Building Institute, provides participants with
the basics of successful negotiation. It is based on the
“Getting to Yes” theory and practices developed by
Harvard University Law School. Participants learn general
negotiation techniques to use everyday in both personal
and professional situations. Attendees participate in
a complex contract negotiation simulation and mutual
gains role-plays designed exclusively for NISH and NPAs.
NOTE: After completing this course, “Negotiation
Strategies and Techniques” is
recommended as a follow-up for those individuals who
would like to continue advancing their negotiation skills.
Audience:
This course is
valuable for executives, managers,
supervisors, marketing staff and others who need
to strengthen negotiation skills.
Format:
This three-day
course combines classroom instruction
with small group exercises, interactive videos and
role-plays.
Instructor:
The training course
is conducted by Dr. Jonathan Raab,
president of Raab Associates, Ltd., and Dr. Jan Martinez,
Stanford University. Raab is an accomplished facilitator,
mediator and trainer. Martinez, a lawyer, is director of the
Negotiation and Mediation Program at Stanford
Law School.
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Schedule:
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| JUN
16, 17, 18
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Orlando, FL
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| SEPT 15,
16, 17
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Atlanta, GA
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Enrollment: 30
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CEUs: 1.8
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Negotiation
Strategies and Techniques
Learning Objectives:
Purpose:
Negotiation is involved in almost every business and
personal transaction in which we embark.
This course provides participants with a battery
of strategies, tactics and skills to help them more
effectively negotiate. Every phase of negotiation, from
preparing to negotiate through actual negotiation
techniques, will be covered. This course, as well as the
“Art of Negotiation” course, is based on the “Getting to
Yes” strategy. Class exercises provide the opportunity to
build skill through practicing increasingly challenging
negotiations. A blend of theory, practice, feedback
on negotiation style and effectiveness provides an
invaluable and unique learning experience.
Audience:
This course is helpful for anyone who negotiates any type
of contract. It is strongly recommended that participants
take “The Art of Negotiation” prior to taking this
course.
Format:
This four-day course combines lecture and class
exercises. Practice negotiations of participants are
videotaped with the instructor, and feedback on the
negotiation style and suggestions for improvement are
provided. It is a participatory course.
Instructor:
This course is
taught by Louis Poliquin, an instructor for
ESI International, a leading educational company in the
Federal Government contracting arena. Poliquin has a
career spanning 30 years in international contracts and
procurement, and is an accomplished trainer in the fields
of project management and supply management.
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Schedule:
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| JUL 21, 22, 23, 24
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San Francisco, CA
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Enrollment: 20
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CEUs: 2.4
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“The course was excellent.
A direct result has been an increase in services and pricing packages
from both new and existing customers, New business for a two month
period was $20,000 in one-time services to a new customer, and a price
increase to an existing customer that traditionally resisted any
increase. The increase was passed along without conflict.”
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-Mark Williams, Director of Business Services, WORKTEC
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