- Planning and preparing for negotiations: goal-setting, best practices in negotiation planning, preparation checklist
- Negotiating styles: assessing your negotiation style, identifying and adapting to others’ styles
- Negotiating mutual needs: setting expectations, positions vs. interests, clarifying issues
- Active listening: listening to empathize and to uncover hidden interests and opportunities, managing your reactions so you don’t take it personally
- Exploring alternatives: determining criteria, focusing on outcomes, generating options, using an appropriate negotiation method
- Handling objections and tricks: communicating assertively, avoiding defensive responses, responding to questions, counteracting deceptions and ploys, using your power wisely
- Closing negotiations and finalizing agreement: confirming what was agreed to, using your best alternative to a negotiated agreement when necessary, documenting the agreement in writing
Prior to the course, you will complete an on-line questionnaire summarizing a recent negotiation scenario to practice in class. During the course, you will receive a negotiation style self-assessment and negotiating templates to use back at work.
This program is designed exclusively for administrative professionals, including executive assistants, office administrators and administrative assistants, coordinators, customer service representatives, clerks and record-keepers.
"Tom and Gail made this course interesting and relevant to situations administrative professionals encounter on a daily basis. I'm eager to tell my team back at work all the things I learned! I think every administrative professional would benefit from the knowledge and experiences offered in this course, no matter what level admin they work in."
"Great program. It provided many helpful tips, tricks and information that will benefit me as I continue towards my professional development goals."
"Both facilitators worked well with each other, and how they mixed practice with concept worked well to keep me engaged."
"The real life examples from the instructors really helped to put it into context and make it realistic for our working situations."