Essentials of Negotiations and Stakeholder Influence

Georgia Tech Professional Education

What are the topics?

Georgia Tech Professional Education

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Read more about Leadership

Leadership is a form of social influence that doesn't always depend on your position in the company. However, it is true that if you want to foster a ...

Read more about Negotiations

Negotiating is a skill that everyone needs because throughout our lives we face situations that require us to communicate correctly, whether it's buyi...

Who should attend

This course is ideal for sourcing initiative leaders, project leaders, business unit leaders, operations managers, sales leaders, and procurement and supply management-related professionals who are involved with supplier selection, contract development, and supplier performance management.

About the course

Essentials of Negotiations and Stakeholder Influence level-sets your understanding of negotiation influence and strengthens preparation, planning, and execution activities involved with both simple and complex negotiations. The program includes industry techniques and tools for traditional supplier negotiations, as well as tips for internal cross-functional leadership. You'll walk away with a standard industry and customized individual experience, which includes your Personal Negotiation Styles℠ “DNA” to help you embrace your own natural tendencies and strengths. The program includes mock negotiations to reinforce techniques and tactics immediately in a “no judgement zone” environment.

What You Will Learn

  • Negotiation preparation skills
  • How to strengthen executive communication techniques to gain internal stakeholder support
  • Key contract terms like indemnification, limits of liabilities, consequential damages, insurance, and termination
  • Negotiation philosophies and Personal Negotiation Syles℠ to spark collaboration or combat abrasive people
  • Negotiation table techniques to enhance perceived bargaining position and contract outcomes
  • How to communicate results and financial impact to the leadership team

How You Will Benefit

  • Increase emphasis negotiation conditioning and philosophy setting before and throughout the entire sourcing engagement process.
  • Enhance your toolbox of industry standard negotiation prep tools like the SWOT and BATNA.
  • Better prepare for negotiations by leveraging knowledge of key negotiation terms and counter-offer tactics.
  • Improve negotiation table techniques and soft skills to direct and redirect negotiation momentum.
  • Heighten ability to successfully utilize your traditional “comfort zone” approach in combination with your negotiation team’s strengths by leveraging Personal Negotiation Stylessm.

Content

  • Negotiation Conditioning Overview
  • Negotiation Preparation Tools
  • Negotiation Execution Techniques
  • Stakeholder Engagement & Team Leadership
  • Live Negotiations Simulation & Feedback

Experts

Tim Brown

Mr. Brown has over 30 years of experience in supply chain management operations and services as an operations manager, consultant, educator, and executive recruiter. Tim was appointed as Managing Director in the Georgia Tech Supply Chain & Logistics Institute (SCL). SCL is a unit of Georgia ...

Essentials of Negotiations and Stakeholder Influence at Georgia Tech Professional Education

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Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Leadership

One evident benefit of joining a leadership course is gaining the knowledge essential for motivating people for high performance. After completing a leadership course, you will be capable of assessing your trustworthiness as perceived by your colleag...

Read more about Negotiations

During Negotiations courses, you will learn the following components of negotiations: planning negotiations and useful tools, starting your conversation, working out objections and competent argumentation, imposing your own price and conversation dev...

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.