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Improve Your Negotiation Skills to Get What You Want
You negotiate every day. You buy and sell ideas, products and services Not just at work – with coworkers, customers, prospects, merchants and service providers; but also with friends, spouses, parents and children.
When we get our way, we’re fine; but when we don’t, we realize that our skills are not what they should be. But then it’s too late.
For the new year, get more by understanding the fundamental strategies and tactics that are effective at a bargaining table – and then practice the newly acquired skills correctly.
This interactive workshop lets you engage in Deliberate, Perfect Practice.
Submit your typical negotiation scenario before you arrive, to practice with it!
Learn How to:
• Plan and prepare for the “game” to impact on the 5Ws that effect bargaining effectiveness.
• Differentiate between interests and positions, and focus on what counts.
• Leverage logic, emotion and power to maximize impact.
• Assess your optimal transactional and relational BATNA
• Articulate your position effectively and its special value. .
• Identify effective strategies and gambits, so you can use them and respond to them.
• How to creative extra-transactional value and sell it effectively.
• Six powerful persuasion principles and how to harness them.
• Recognize psychological biases, blind-spots and other interferences.
• Make it easy for the other buyer/seller to provide you with future opportunities.
How You Will Benefit
• See the world from the perspective of a negotiation expert
• Sell and negotiate more confidently and persuasively.
• Close better deals and contracts with greater profit potential.
• Present you and your company more effectively.
• Build relationships between you and your counterparts for future opportunities.
Audiences who can benefit from this program
• C-level Executives who sell and negotiate deals
• Sales and Buying professionals
• Entrepreneurs and Business Developers
Workshop Leader
Jerry Cahn, Ph.D., J.D., is a trusted advisor and coach to leaders, a business development strategist and presentation master. He helps clients design and implements effective business strategies, sharpen sales and marketing performance, develop leadership skills and performance cultures, and produce winning sales, marketing and investor presentations. As CEO of Presentation Excellence (www.PresentationExcellence.com) and its predecessor, Brilliant Image, a leading presentation graphics firm which serviced over 5000+ VCs, investment banker, Fortune 500 and other executives, he has helped strategize on deals hundreds of millions of dollars. He is also Chairman of Vistage New York. Managing Director of Leader Connections and Executive Producer of LeaderSolutions.TV. Prior career highlights include working on Capitol Hill for (now) Senator Barbara Mikulski, turning around a near-bankrupt public health care corporation (and raising the stock 10-fold within 18 months). In his spare time, he teaches at Baruch College (CUNY) such courses as Entrepreneurial Communications: Selling and Negotiating (MBA), Leadership Development Skills (MBA) and Business Policy (BA).
When & Where
TBA Midtown Manhattan New York,
NY
Thursday, March 8, 2012 from 9:00 AM to 5:00 PM (ET)
Presentation Excellence is a strategic communication, management consulting, and presentation training firm with over 20 years experience in helping clients reach their sales goals, improve their marketing programs, and deliver top-notch presentations.
