Essential
Negotiation Skills
Individuals
throughout every level of a corporation, small business, non-profit
or other organization are constantly called upon to take part in
negotiations on behalf of their organizations. Business professionals
must deal with customers, vendors, partners and internal colleagues
on a regular basis. Non-profits find themselves negotiating with
donors and benefactors who supply the valuable funds that enable
them to make a difference in their community. The key to being a
successful negotiator is a training program that enables participants
to learn by doing while focusing on the long-term benefits of a
relationship.
Our Essential
Negotiation Skills workshop provides participants with a
comprehensive set of tools and skills that apply to the real-world
negotiations they face on a daily basis. Whether negotiating a vendor
agreement to provide software, working with an industry leader to
build a partnership or even negotiating the final terms on a residential
purpose, Essential Negotiation Skills is designed
to make participants more effective. Our workshop begins with the
tools that enable participants to recognize varying negotiating
styles and how to flex accordingly so as to establish rapport and
build a collaborative environment. We then show participants how
to work through the negotiation process to build mutually satisfactory
outcomes. Time is also spent understanding how to deescalate conflict
and defuse dishonest negotiating tactics when used by other parties.
Interactive sessions, role plays, activities, self assessments and
other application exercises take concepts and allow participants
to turn them into reality.
Essential
Negotiation Skills is a skills-based workshop that delivers
results. By attending this session, you will learn to:
- Handle any
type of negotiation situation with poise and confidence
- Focus on
the relationship-centered aspects of a negotiation
- Recognize
and flex with various negotiation styles and what each style
- Improve your
ability to reach mutually satisfactory outcomes
- Increase
your effectiveness by raising your aspiration level
- Defuse conflict
that may arise during heated or drawn-out negotiations
- Understand
whether a team-based or individual approach will be more effective
- Reduce deadlocks
and adversarial situations
- Evaluate
your level of success in past negotiations so as to improve your
ability in future discussions
- Increase
personal confidence that will spread to other aspects of your
job
Contact Us For More Information on this
Workshop
Negotiation
Training Recommended
Reading
We've
reviewed books that cover topics ranging from negotiation in culturally
diverse situations to labor mediation and arbitration. We are always
improving our library so if you have any favorite books on negotiation,
mediation or arbitration please contact
us and let us know and we will review them for inclusion on
our web site.
Negotiation
in General
- The
Art and Science of Negotiation by Howard Raiffa Paperback (March
1985)
- How
to Outnegotiate Anyone (Even a Car Dealer!) by Leo Reilly
Paperback (October 1993)
- Getting
to Yes : Negotiating Agreement Without Giving in by Roger
Fisher, et al. Paperback (December 1991)
- Getting
Ready to Negotiate : The Getting to Yes Workbook. by Roger
Fisher, Danny Ertel(Contributor). Paperback (August 1995)
- Bargaining
for Advantage : Negotiation Strategies for Reasonable People.
by G. Richard Shell. Paperback (June 5, 2000)
- Bargaining
for Advantage : Negotiation Strategies for Reasonable People
by G. Richard Shell. Hardcover (June 1999)
- Essential
Managers: Negotiating Skills by Tim Hindle, Robert Heller. Paperback
(April 1999)
- The
Prenegotiation Planning Book by William F. Morrison. Hardcover
(March 1992)
- Negotiation
from Strength by Coral Bell. Hardcover (May 1977)
- The
Tao of Negotiation : How You Can Prevent, Resolve and Transcend
Conflict in Work and Everyday Life by Joel Edelman, Mary Beth
Crain. Paperback (August 1994)
- On
the Manner of Negotiating with Princes: From Sovereigns to CEOs,
Envoys to Executives -- Classic Principles of Diplomacy and
the Art of Negotiation by Francois, Monsieur De Callieres, et
al. Hardcover (May 30, 2000)
Conflict
Resolutions
- Getting
Past No : Negotiating Your Way from Confrontation to Cooperation
by William Ury. Paperback (February 1993)
- Beyond
Machiavelli : Tools for Coping With Conflict by Roger Fisher,
et al. Hardcover (April 1994)
- Difficult
Conversations: How to Discuss what Matters Most by Douglas Stone,
et al. Paperback (April 3, 2000)
- The
Keys to Conflict Resolution : Proven Methods of Settling Disputes
Voluntarily by Theodore W. Kheel, William L. Lurie(Introduction).
Hardcover (May 1999)
- The
Tao of Negotiation : How You Can Prevent, Resolve and Transcend
Conflict in Work and Everyday Life by Joel Edelman, Mary Beth
Crain. Paperback (August 1994)
- Dealing
With Someone Who Is Selfish (The Conflict Resolution Library)
by Don Middleton. Library Binding (August 1999)
Dealing
with Difficult People
- Getting
Past No : Negotiating Your Way from Confrontation to Cooperation
by William Ury. Paperback (February 1993)
- Difficult
Conversations : How to Discuss What Matters Most by Douglas
Stone, et al. Audio CD (April 6, 1999)
- Difficult
Conversations: How to Discuss what Matters Most by Douglas Stone,
et al. Paperback (April 3, 2000)
- The
Keys to Conflict Resolution : Proven Methods of Settling Disputes
Voluntarily by Theodore W. Kheel, William L. Lurie(Introduction).
Hardcover (May 1999)
Ethical Negotiation
- Winning
with Integrity: Getting What Your Worth Without Selling Your
Soul by Leigh Steinberg, Michael D'Orso (Paperback)
Negotiation
for Women
- The
Smart Woman's Guide to Interviewing and Salary Negotiation by
Julie Adair King. Library Binding (January 1997)
- The
Good Girl's Guide to Negotiating: How to Get What You Want at
the Bargaining Table by Leslie Whitaker, Elizabeth Austin. Hardcover
(January 2001)
- Doing
Business With Japanese Men : A Woman's Handbook by Christalyn
Brannen(Contributor), Tracey Wilen. Paperback (February 1993)
- Asia
for Women on Business: Hong Kong, Taiwan, Singapore and South
Korea By Tracy Wilen and Patricia Wilen. Paperback (June 1998)
Alternative Dispute Resolution
(ADR)
- Alternative
Dispute Resolution in Business by Lucille Ponte, Thomas D. Cavenagh.
Paperback (July 15, 1998)
- Basic
Skills for the New Arbitrator by Allan H. Goodman. Paperback
(January 1, 1993)
- How
Arbitration Works : Elkouri & Elkouri by Frank Elkouri,
et al. Hardcover (February 1997)
- Basic
Skills for the New Mediator by Allan H. Goodman. Paperback (March
17, 1994)
- How
to Mediate Your Dispute by Peter Lovenheim. Paperback (July
1996)
- From
Conflict to Cooperation : How to Mediate a Dispute by Beverly
Potter, Phil Frank. Paperback (May 1996)
- Mediating
Divorce : A Step-By-Step Manual by Marilyn S. McKnight, Stephen
K. Erickson. Hardcover (December 1998)
- Mediating
Divorce : A Client's Workbook by Marilyn McKnight, Stephen K.
Erickson. Paperback (December 1998)
- Mediation:
A Comprehensive Guide to Resolving Conflicts Without Litigation
by Jay Folberg, Alison Taylor(Contributor). Hardcover (April
1984)
Buying
a Car
- How
to Outnegotiate Anyone (Even a Car Dealer!) by Leo Reilly. Paperback
(October 1993)
- Car
Buyer's and Leaser's Negotiating Bible by W. James Bragg. Paperback
(February 1999)
Buying
a Home
- Not
One Dollar More!: How to Save $3,000 to $30,000 Buying Your
Next Home, 2nd Edition by Joseph Eamon Cummins. Paperback (September
22, 1999)
Commercial
Contracts
- Negotiating
Commercial Contracts by David Leslie Sheridan. Paperback (December
1, 1990)
Construction
- Managing
Construction Purchasing : Contract Buyout Qa/Qc Methods Negotiation
Strategies by John G. McConville. Hardcover (August 1993)
- Negotiating
Skills in Engineering and Construction : Winning in the International
Arena by Bill Scott, Bertil Billing. Hardcover (August 1990)
Cross-Cultural Negotiation
- Dynamics
of Successful International Business Negotiation (The Managing
Cultural Differences Series for International Business Development)
Robert T., Ph.D. Moran, William G., J.D. Stripp. Hardcover (May
1991)
- Making
Global Deals : What Every Executive Should Know About Negotiating
Abroad by Jeswald W. Salacuse. Paperback (September 1992)
- Business
Across Cultures : Effective Communication Strategies (English
for Business Success) by Laura M. English, Sarah Lynn(Contributor).
Paperback (August 2000)
- The
Asian Mind Game : Unlocking the Hidden Agenda of the Asian Business
Culture : A Westerner's Survival Manual by Chin-Ning Chu. Hardcover
(January 1991)
- Business
Japan : A Practical Guide to Understanding Japanese Business
Culture by Peggy Kenna, Sondra Lacy. Paperback (March 1994)
- Doing
Business With Japanese Men : A Woman's Handbook by Christalyn
Brannen(Contributor), Tracey Wilen. Paperback (February 1993)
- Doing
Business With Japan : Successful Strategies for Intercultural
Communication by Kazuo Nishiyama. Paperback (January 2000)
- Chinese
Business Negotiating Style (International Business Series (Thousand
Oaks, Calif.).) by Tony Fang. Paperback (November 1998)
- Chinese
Negotiating Behavior : Pursuing Interests Through 'Old Friends
by Richard Solomon. Paperback (May 1999)
- Negotiating
in China: 36 Strategies by Laurence J. Brahm. Paperback (December
1, 1998)
- A
Guide to Successful Business Relations With the Chinese : Opening
the Great Wall's Gate (Haworth Series in International Business,
No 9) by Huang Quanyu, et al. Hardcover (November 1994)
- Asia
for Women on Business: Hong Kong, Taiwan, Singapore and South
Korea By Tracy Wilen and Patricia Wilen. Paperback (June 1998)
- Negotiating
on the Edge: North Korean Negotiating Behavior by Scott Snyder.
Paperback (November 30, 1999)
- Business
France : A Practical Guide to Understanding French Business
Culture (Business) by Peggy Kenna, Sondra Lacy. Paperback (March
1994)
- Business
Mexico : A Practical Guide to Understanding Mexican Business
Culture (Business) by Peggy Kenna, Sondra Lacy. Paperback (March
1994)
- Passport
Mexico : Your Pocket Guide to Mexican Business, Customs &
Etiquette (Passport to the World) by Randy Malat, et al. Paperback
(July 1996)
- Passport
Argentina : Your Pocket Guide to Argentine Business, Customs
& Etiquette (Passport to the World) by Andrea Mandel-Campbell,
et al. Paperback (September 1999)
- Passport
Israel : Your Pocket Guide to Israeli Business, Customs &
Etiquette (Passport to the World) by Donna Rosenthal, et al.
Paperback (September 1996)
- Passport
Germany : Your Pocket Guide to German Business, Customs &
Etiquette (Passport to the World) by Roland Flamini, Barbara
Szerlip(Editor). Paperback (August 1997)
- Passport
Philippines : Your Pocket Guide to Filipino Business, Customs
& Etiquette (Passport to the World) by Luis H. Francia,
Barbara Szerlip(Editor). Paperback (December 1997)
- Passport
Russia : Your Pocket Guide to Russian Business, Customs &
Etiquette (Passport to the World) by Charles Mitchell, Barbara
Szerlip(Editor). Paperback
- Russian
Negotiating Behavior : Continuity and Transition by Jerrold
L. Schecter. Paperback (May 1, 1998)
- Passport
South Africa : Your Pocket Guide to South African Business,
Customs & Etiquette (Passport to the World) by Charles Mitchell,
Barbara Szerlip(Editor). Paperback (August 1998)
Customer Relations
- Working
in Partnership : Best Practice in Customer-Supplier Relations
by Bernard Burnes(Editor), B. G. Dale(Editor). Hardcover (May
1998)
Diversity
- Managing
Cultural Differences: Leadership Strategies for a New World
of Business (Managing Cultural Differences Series) by Philip
R. Harris and Robert T. Moran, Ph.D (Editor), Hardcover (June
28, 2000)
Family
Relations
- Love,
Honor and Negotiate : Making Your Marriage Work by Betty Carter,
Joan K. Peters(Contributor). Paperback (June 1997)
- Love
Honor & Negotiate : Making Your Marriage Work by Betty Carter(Reader),
Joan K. Peters. Audio Cassette (July 1996)
- True
Partners : A Workbook for Building a Lasting Intimate Relationship
(An Inner Workbook) by Tina B. Tessina, Riley K. Smith. Paperback
(May 1993)
- The
Fight-Free Marriage : The Conflict Without Casualty Strategy
to a Satisfying Marriage by Thomas E. Anastasi, Tom Anastasi.
Paperback (June 1995)
- Mediating
Divorce : A Step-By-Step Manual by Marilyn S. McKnight, Stephen
K. Erickson. Hardcover (December 1998)
- Mediating
Divorce : A Client's Workbook by Marilyn McKnight, Stephen K.
Erickson. Paperback (December 1998)
- The
Joy of Settlement : The Family Lawyer's Guide to Effective Negotiations
and Settlement Strategies by Gregg M. Herman(Editor). Paperback
(June 1997)
Game
Theory
- Prisoner's
Dilemma/John Von Neumann, Game Theory and the Puzzle of the
Bomb by William Poundstone. Paperback (February 1993)
- John
Von Neumann : The Scientific Genius Who Pioneered the Modern
Computer, Game Theory, Nuclear Deterrence, and Much More by
Norman MacRae. Hardcover (November 5, 1999)
- A
Beautiful Mind : A Biography of John Forbes Nash, Jr., Winner
of the Nobel Prize in Economics, 1994 by Sylvia Nasar (Paperback
- May 1999)
- The
Evolution of Cooperation by Robert Axelrod Paperback
- Strategy
of Conflict by Thomas C. Schelling. Paperback (July 1980)
Government
Contracts
- Government
Contract Awards : Negotiation & Sealed Bidding (3 Volume
Set) by Steven W. Feldman. Ring-bound (August 1995)
- Negotiability
in the Federal Sector by Henry H. Robinson. Hardcover (July
1981)
- Practical
Negotiation of Government Contracts by Sullivan. Hardcover (June
1993)
Health
Care
- Managed
Care Contracting : Successful Negotiation Strategies by Reed,
Cpa Tinsley. Paperback (August 1999)
- Negotiation
: For Health and Social Services Professionals by Keith Fletcher.
Paperback (December 1997)
- The
Successful Physician Negotiator - How To Get What You Deserve
by Steven Babitsky Esq., et al. Hardcover (1998)
- Win/Win
Outcomes : A Physician's Negotiating Guide by Seymour J Burrows.
Hardcover (July 1984)
- Negotiation
in Dietetic Practice by Darlene Dougherty. Paperback (February
1990)
Labor-Management
- Beyond
the Walls of Conflict : Mutual Gains Negotiating for Unions
and Management by David S. Weiss. Hardcover (April 1996)
- Labor
and Employment Arbitration by Dennis R. Nolan. Paperback (1996)
- Labor
Arbitration : Cases and Materials for Advocates by Max Zimny(Editor),
et al. Paperback (July 1997)
- Labor
Arbitration : A Practical Guide for Advocates by Max Zimny,
et al. Hardcover (April 1990)
- Labor
Agreement in Negotiation and Arbitration by Arnold M. Zack,
Richard I. Bloch. Hardcover (December 1995)
Law Enforcement
- On-Scene
Guide for Crisis Negotiators by Frederick J. Lanceley. Paperback
(September 1999)
- Hostage
Negotiation : A Matter of Life and Death (International Security
and Terrorism, #2) Paperback (June 1987)
- Inside
Plea Bargaining : The Language of Negotiation by Douglas W.
Maynard. Hardcover (October 1984)
Legal Negotiation
- Legal
Negotiation in a Nutshell (Nutshell Series) by Larry L. Teply.
Paperback (October 1991)
- Legal
Negotiations : Getting Maximum Results by Mark K. Schoenfield,
Rick M. Schoenfield. Hardcover (December 1988)
- Let's
Make a Deal : Understanding the Negotiation Process in Ordinary
Litigation by Herbert M. Kritzer. Hardcover (April 1991)
- Mediation:
A Comprehensive Guide to Resolving Conflicts Without Litigation
by Jay Folberg, Alison Taylor(Contributor). Hardcover (April
1984)
- Inside
Plea Bargaining : The Language of Negotiation by Douglas W.
Maynard. Hardcover (October 1984)
- Art
of Negotiation for Lawyers by Robert A. Wenke. Hardcover (June
1985)
- Attorney's
Practice Guide to Negotiations by Ted A. Donner, Brian L. Crowe.
Hardcover (March 1995)
- The
Joy of Settlement : The Family Lawyer's Guide to Effective Negotiations
and Settlement Strategies by Gregg M. Herman(Editor). Paperback
(June 1997)
- Lawyer's
Guide to Effective Negotiation and Mediation Cle Edition by
J. Paul M. Lisnek. Paperback (December 1992)
- Lawyering
Process : Negotiation by Gary Bellow. Paperback (August 1981)
Project
Management
- The
Project Manager As Change Agent : Leadership, Influence and
Negotiation by J. Rodney Turner, et al. Hardcover (March 1999)
Purchasing
- Negotiating
Business Equipment Leases by Richard M. Contino, Richard Continp.
Hardcover (May 1998)
Resource Allocation
- The
Win-Win Solution: Guaranteeing Fair Shares to Everybody by Steven
J. Brams, Alan D. Taylor (Paperback - October 2000)
- Fair
Division: From Cake-Cutting to Dispute Resolution by Steven
J. Brams, Alan D. Taylor. Paperback (March 1996)
Salary Negotiations
and Career Advancement
- Are
You Paid What You're Worth? : The Complete Guide to Calculating
and Negotiating the Salary, Benefits, Bonus and Raise You Deserve
by Michael O'Malley. Paperback (June 1998)
- Dynamite
Salary Negotiations: Know What You're Worth and Get It! by Ronald
L. Krannich, Caryl Rae Krannich(Contributor). Paperback (September
1997)
- Get
Paid What You're Worth : The Expert Negotiator's Guide to Salary
and Compensation by Robin L. Pinkley, Gregory B. Northcraft.
Hardcover (March 2000)
- Getting
Promoted : Real Strategies for Advancing Your Career by Harry
E. Chambers. Paperback (May 1999)
- How
to Negotiate a Raise Without Losing Your Job (Business Success
Series) by George M. Hartman. Paperback (August 1997)
- The
Smart Woman's Guide to Interviewing and Salary Negotiation by
Julie Adair King. Library Binding (January 1997)
- 2000
Pay To Win: How America's Successful Companies Pay Their Executives
by James F. Reda, et al. Hardcover (June 9, 2000)
Sales
- Manual
of Sales Negotiation by John Lidstone. Hardcover (April 1991)
Sports
- The
Money Pitch : Baseball Free Agency and Salary Arbitration by
Roger I. Abrams. Hardcover (May 2000)
|
