Contemporary Negotiating: Principles, Strategies, and Tactics

1 full day  |  .6 CEUs | 6 PDUs
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Win-Win Negotiation Strategies As much art as it is science, negotiation is also a learned skill. This one-day program will show you the strategy and principles of negotiations as well as describing tactics and counter tactics that can be utilized during the negotiations process. You will also learn how to develop a winning negotiation strategy producing better results in your future negotiations.

The strategies, tactics and principles of negotiation remain the same in both our business and personal life and all of us engage in the negotiations process on a regular basis. In business we may seek to negotiate a better price from a supplier, hire a consultant or sell goods and services for a greater profit. In our personal life we negotiate where we will go for dinner, what movie we will see and where we will spend the next holiday.


Knowledge and use of effective principles in negotiations is one of the keys to business and personal success. These negotiation fundamentals can be learned, and with practice will enhance business results and enrich our personal life.


Program Description

Topics covered in the program, include:

~ Questioning Techniques – how to effectively use questioning to gain insight
~ The art of mutual agreement - creatively discovering opportunities for mutual gain
~ The principles of negotiation - how negotiations are structured
~ Power in the negotiation - yours and the other participants
~ The power of information - how to use your knowledge effectively
~ Timing in negotiations - using time to your advantage
~ Strategies for the negotiation - starting the negotiation, handling yourself, moving ahead, making concessions, and your opponent
~ Tactics for the negotiation - and handling the tactics of the other parties

Learning Outcomes

You will learn negotiation tactics that you can employ. You will also learn how to identify and defend against these tactics when they are used by the other party. While win-win is usually the objective of a negotiation, it is always nice to be the party who wins a little more.

Audience

Salespeople, lawyers, accountants, managers and leaders in need of strong persuasion skills; business people seeking a greater market share and increased profit; purchasing agents desiring to learn how to control sales calls and individuals looking for the key to successfully and creatively resolve or avoid disputes in all aspects of business


Program Dates / Locations

While this course is not scheduled at this time, any of the executive education programs offered by the Hudson Center of Entrepreneurship and Executive Education (HCEEE) can be delivered to your organization either in our classroom or at your location. Please contact us for more information.

Program Fee

Fee of $395 includes tuition and instructional materials.

Instructors

Dennis Lucas, M.A.

Dennis Lucas has more than 24 years of progressive management experience with emphasis on training and development, human resource management, client performance improvement, customer service, negotiation, and sales training. His firm’s training and development projects have ranged from services for local businesses, to the design and implementation of a strategic plan for human resource development and training within a $7.5 billion corporation. Lucas has consulted with clients including: J.M. Family Enterprises, Cisco Systems, AT&T, Bell South, Sunbeam, and The North Broward Hospital District.

During the 1990s Lucas was a teacher and trainer with the famed Dale Carnegie Corporation. Areas of specialty include: leadership, team building, interpersonal skills, sales and marketing, customer service, employee retention, public speaking, communications, negotiation, stress control, and time management.

Lucas is himself an entrepreneur and business leader with a track record of establishing enterprises from start-up through development stages and to successful sale of the enterprise. In the 1980s his leadership is credited with the expansion of a firm providing services to 5 star resort hotels, from 3 locations to more than 30 locations State wide with 250 employees and $11-million in revenues. More recently Lucas established a retailing enterprise in the hospitality industry. Again, in a single decade, that enterprise grew from one location to twenty-two units, with 160 employees, producing over $10-million of business each year.

Professor Lucas has a baccalaureate degree in Human Resource Management, and a Masters in Leadership and Communication.

John F. Riggs, D.B.A.

Dr. Riggs is an Assistant Professor of Marketing at Nova Southeastern University. He has more than 25 years of professional and managerial sales expertise. His experience ranges from sales representative to area and regional sales director all the way to VP of sales. Dr. Riggs has worked in pharmaceuticals at such companies as MedPointe, Aventis, and The Medicines Company, as well as in corporate and international sales management. Today, he has entered the academic arena, where he teaches the sales managers of tomorrow. In addition to his professional accolades, Dr. Riggs is a renowned speaker who will teach you skills that will help you become a more successful and effective sales executive. Bottom line—you will learn how to immediately increase sales productivity and improve your company's revenue.

Comments From Past Participants

"Very interesting, applicable to the professional and personal life."
Maricela Jimenez, Enrollment Processing Specialist | Nova Southeastern University

"The theories discussed are relevant to and helpful in so many daily situations."
Frederick Hickey, President | Trumeter Company

"Dr. Riggs is great! I always leave with valuable information that I can use right away."
Jason Alabaster, Director of Sales & Marketing | Suncoast Marketing

"Enough information to give you a head start, lead and close any negotiation."
Massimo Fernandez Perales, Project Manager | FP Energy, LLC

Course Customization

Using core programs, we can customize the material to fit your corporate training needs. With our extensive resources and program facilitators, we will design a program that is tailored to fit your specified objectives and requirements.


Substitution, Cancellation, Fee and Transfer Policies

We realize that occasionally you need to cancel your registration. You can substitute another individual in your place at any time prior to the first day of a program.

If you wish to receive a credit toward a future program: we will allow you to transfer you registration to a future date of the same program you are enrolled in currently, provided we receive written notice two weeks prior to the start date of the class you are currently registered in. You are permitted to re-register only one time.

If you wish to receive a refund: written cancellations received 30 calendar days before a program begins will be issued a full refund, less a $150.00 processing fee; written cancellations received 6 to 29 calendar days prior to the start of a program will get 50 percent of the registration fee refunded. We apologize but we cannot provide a refund if we receive your written cancellation in five or fewer business days prior to the start of the program.

In the event of non-payment, the responsibility for any fees incurred in collecting the payment is the responsibility of the customer.

Fees and dates are subject to change without notice.


Contact Information

For additional program information, please contact us at:

Hudson Center of Entrepreneurship and Executive Education
H. Wayne Huizenga School of Business and Entrepreneurship
Nova Southeastern University
3301 College Avenue, Carl DeSantis Building, Suite 2088
Fort Lauderdale-Davie, FL 33314
Tel: 954.262.5137
Toll Free: 800.672.7223, ext. 25137
Fax: 954.262.3188
E-mail: execed@huizenga.nova.edu

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    Program Staff

    Niemah Butler, Course Curriculum Specialist | niemah@huizenga.nova.edu
    Brian Morgan, Business Development Specialist | briamorg@huizenga.nova.edu
    Christine Belyeu, Administrative Assistant II | cmartinez@nova.edu