Negotiation Skills

Training

In-house Workshop

Negotiation Skills

June 19, 2018 - 9:00am to 5:00pm

Washington , DC , United States

Offering Organization: InsideNGO

Language: English

OVERVIEW

There is an art to negotiation when there is more at stake than just making a deal. In business development, professionals negotiate internally and externally to reach agreements that are the foundation for project implementation. In this one-day workshop, you will complete a series of simulations that replicate common business development negotiations, such as agreeing to partner, defining a scope of work, and negotiating a last-minute budget change. These exercises will illustrate traditional negotiation frameworks and practices as well as practical options for business development professionals.

WHO SHOULD ATTEND

In addition to individual participants, Humentum encourages teams of employees to attend this workshop together, to develop a common organizational approach to negotiating. Those who will benefit from attending this workshop include:

  • Business development professionals at all skills levels.
  • Other organizational professionals that support the business development function.

WHAT YOU WILL LEARN

This workshop explores the critical skills needed in business development negotiations. You will:

  • Develop an effective approach to negotiating
  • Practice preparing for a bid negotiation
  • Understand partner decision-making steps
  • Experience common negotiation scenarios
  • Build your own confidence through practice and feedback

9:00

Introduction

9:30

Overview of negotiations

Negotiating Styles

Explore negotiating styles and applications

11:00

BREAK

11:15-12:30

Preparing to Negotiate

Understand general strategy for preparing to negotiate

  • Self assessment
  • Assessment of the other party
  • Situation Assessment

12:30

LUNCH

1:15-1:45

Preparing to Negotiate (continued)

Prepare to negotiate with a potential bid partner

1:45-3:00

Multi-issue Negotiations

Discuss common bid negotiation issues

Discuss strategies for negotiating with potential partners

3:00

BREAK

3:15-4:15

Overview of budget issues

Understand common budget negotiation issues

Practice budget negotiations

4:15-4:45

Common Negotiation Mistakes and Good Practices

4:45-5:00

Wrap up/Lessons Learned

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