TH110 - The Keys to Successful Negotiation

Thursday, January 23 from 1:30 PM to 3:00 PM | Room N255, North Hall, Las Vegas Convention Center « Back

NEW FOR 2014  It is extremely important to develop a climate and attitude of “win-win” negotiating.  In a good negotiation, both sides feel they have won. Negotiation is primarily an exchange of satisfactions.  One party can win more than the other, but neither would see themselves as having lost.  Good communication leads to increased understanding. The areas of negotiation covered will include price, control, power, position, recognition, etc.  Understanding that values vary, including priorities, importance moral issues and determining if the real concerns have been uncovered will be discussed. Nonverbal cues, questioning, patience and detailed planning will also be covered. Negotiating is a skill. Like all skills, good negotiating can be developed.

  1. Identify the key characteristics of a great negotiator
  2. Explore the topics of price, control, power, position, recognition, etc. and how they relate to great negotiators.
  3. Discover the basic laws of negotiations
  4. Evaluate your own communication skills and to communicate effectively

Credits: 1.5 hours AIA/CES LU, PDH, MCAA

Education Tracks: General Business

Event Type: WOC 90-Minute Seminars > Session