Negotiating to Win

Develop the skills needed to win any negotiation; including the complex, difficult and seemingly impossible situations


Subjects

If you're interested in this program, you might also like classes in these subject(s):


Certificates

This program is part of the following certificate:


Continuing Education

This class is eligible for the following continuing education credits:

Ohio CPA 8 CPE
PMI Project Manager 6 PDU

Contact

Questions about finding the right program, corporate packages, or planning your visit? We're here to help.

216.368.6413 or 800.736.6403
seminars@case.edu



(Formerly "Negotiations Made Easy")

There is a simple truth: strong negotiators create more value for themselves and their organizations.  They also create a strong foundation for future deals.  Whether the deal is an external sale to the customer, launching a new enterprise or discussions with investors, board members, and internal customers, at the heart of every negotiation is “The Power of Nice” – getting what you want by helping the other side get what it wants. In this highly motivating and practical session, learn a straight-forward, immediately applicable approach to negotiating that will allow you to construct better agreements, close more deals, reach resolution faster at better margin, and avoid leaving value “on the table.”  Learn to develop skills to cultivate lasting relationships and craft “win-win” outcomes that maximize revenue in the short term and lay the groundwork for future business and opportunity.  The key concepts in this program will give you versatile strategies and tools to create value and sustain possibilities over the long term.

Instructor Date and Time Location  
Jon Berghoff   Thursday, March 6 from 9 a.m. to 4:30 p.m.
Cleveland, OH Event has Passed

Instructor:
Jon Berghoff  
Date and Time:
Thursday, March 6 from 9 a.m. to 4:30 p.m.
Location:
Cleveland, OH
Event has Passed

Topics

  • Prepare to Win:
    • Understand the fundamentals - visible and invisible - that drive a negotiation
    • Prioritize your potential pathways and options
    • Think three steps ahead
  • Discover:
    • Hidden Influences - how to find them and use to your advantage
    • Questions - your toolkit for uncovering, framing and driving the negotiation
    • Emotional Drivers - utilizing the Emotional Intelligence framework to increase your negotiating skills
  • Align & Partner:
    • How to turn Conflict into Partnership
    • Positioning - using insight, power and leverage

Learning Outcomes

As a result of attending this program, participants will:

  • Create stronger agreements in any setting that involves negotiating
  • Discover universal negotiating principles that apply across multiple contexts - internal customers, closing new customers, account management, and more
  • Create win-win scenarios, even when starting with a hostile relationship, difficult demands, and complex situations.

Who Should Attend

Anyone who is involved with external client contact, as well as sales professionals and managers.  Business and department leaders who must negotiate terms for new business, products, services, or contracts – either internally or externally.  Sales force leaders and managers will learn valuable tools to bring back to their teams. 

Consider sending your entire sales or project team for maximum benefit to your organization.

Individual Participants: $645
Package Pricing: 1 class day per participant

Available Discounts

 



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Weatherhead School of Management
Case Western Reserve University

10900 Euclid Avenue
Cleveland, Ohio 44106-7235 USA

216.368.2030

weatherhead@case.edu