Professional Development Center of Glendale Community College

Click to call. 8189570024

THE PDC OF GLENDALE COMMUNITY COLLEGE

The PDC Creates Custom Training Programs that Address ALL of Your Company's Training Needs.

Length

Total Class:  40 hours

1 session per week in 4 or 8 hour sessions


Audience

This course is designed for professionals in a re-seller market arena focusing on:

  • Communication & Behavioral Styles: Individual Assessments
  • Definitions & Descriptions of Negotiation
  • Common Sense Rules Negotiation
  • Common Sense Ethics of Negotiation
  • Negotiation Literature

Recommended Prerequisites

None.


Topic

Getting to Yes

  • Don’t Bargain Over Positions
  • Separate the People from the Problem
  • Focus On Interests, Not Positions
  • Invent Options for Mutual Gain
  • Insist On Using Objective Criteria
  • What If They Are More Powerful?
  • What If They Won’t Play?
  • What If They Use Dirty Tricks
  • Ten Questions People Ask About Getting To Yes

The Negotiating Game

  • The Negotiating Society
  • Winners and Losers
  • What Makes a Good Negotiator
  • What’s Your Aspiration Level
  • You Have More Power than You Think
  • People Who Influence
  • Inoculation Against Influence
  • Status
  • The Role of Role
  • Needs, Goals and Action
  • The Anatomy of Negotiation
  • Strategy
  • Tactics, Deadlock and Countermeasures
  • The Successful Manager Negotiates
  • Organize to Win Your Objectives
  • The Wheel of Negotiation

The Win-Win Negotiator

  • The PRAM Model

In Business As In Life, You Don’t Get What You Deserve, You Get What You Negotiate

  • How Winners Win
  • Areas Other than Price to Look for Win-Win Solutions

The Only Negotiating Guide You’ll Ever Need

  • What Is Negotiation?
  • Negotiations Four Possible Outcomes
  • Three Critical Elements of Negotiation
  • Questioning Skills: How to Uncover Your Counterpart’s Needs
  • Listening Skills: A Powerful Key to Successful Negotiating
  • Non-Verbal Behavior: The Language of Negotiating
  • Building Trust in Negotiation
  • Sharks, Carps and Dolphins: Your Negotiating Counterparts
  • The Role of Negotiating Styles
  • 101 Ways to Win
  • “Thirteen Common Errors of Negotiators”
  • Applying Kaizen to Negotiation
  • Video Simulated Negotiations with Review

Employee Application Company Application

  • Class Selection

    Please fill out our form for more information and to be contacted by school representatives.

  • This field is for validation purposes and should be left unchanged.
JOIN OUR MAILING LIST
OUR PROGRAMS
CONTACT US
PDC BROCHURE
uxicached