Online Negotiation Training: Quarterly Best Practices Webinars
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"Creating a Roadmap for Successful Negotiations"
Date: May 4, 2010
Time: 11am to 12 Noon CST
Content:
Most people assume that a negotiation
either succeeds or fails on the basis of
the personality and skill exhibited by
the “winner” during those sometimes
tense moments around the negotiating
table. In reality, the seeds for success
were probably planted weeks
– in some
cases even months –
earlier, during the preparation phase.
For every hour you expect to be at the
table, you should expect to spend double
or triple that time getting ready to
negotiate. Determining goals, developing
strategy, anticipating tactics,
collecting research data about the needs
and tendencies of the other side
– the work
done in preparation is what really paves
the road to success at the table. If you
don’t know what you are going to do and
why you are going to do it before you
sit down at the table, don’t expect to
fly by the seat of your pants and come
down in the right place.
During this interactive webinar you
will learn:
- How to research the business
situation as it applies to the other
side
- The value of understanding the
people on the other side of the
table
- How to put together all the
pieces of an effective strategy
- How to manage the dynamics of
negotiating as a team
- Setting ground rules for the
negotiation process
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"Handling
the Win-Lose Negotiator"
Date: August 3,
2010
Time: 11am to 12 Noon CST
Content:
Negotiation was once viewed as a
competition. Historically, business
people were taught that the only way to
succeed at getting what you want in a
negotiation was to beat up your opponent
and to take them for everything you
could. However, as business
relationships have become more complex,
there has been a shift to "Win-Win"
negotiating. As we find ourselves
negotiating with our business partners
on a recurring basis, we have begun to
realize that it is not necessarily in
our best interest to take advantage of
our opponents for fear of jeopardizing
future business transactions. However,
while some recognize the overall benefit
to pursuing a "principled" outcome in
which both parties are satisfied, there
are some who still are advocates of the
old Win-Lose philosophy. For those who
wish to avoid conflict in an effort to
pursue a successful outcome for all, it
is in our best interest to be prepared
to face and deflect the overly
competitive negotiator.
During this interactive webinar you
will learn several techniques to diffuse
the Win/Lose negotiator. They are:
- Don’t React: "Go to the Balcony"
- Don’t Argue: "Step to Their
Side"
- Don’t Reject: "Reframe"
- Don’t Push: "Build them a
Bridge"
- Don’t Escalate: "Educate"
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“Negotiating with the “Internal Customer”’
Date: November 2,
2010
Time: 11am to 12 Noon CST
Content:
Perhaps you’ve seen this problem or
one just like it: Customers complain to
the salespeople about errors or
problems. The salespeople take the issue
to an internal group that can help such
as Accounting. Accounting has 1000 other
projects on their plates and can’t
allocate resources. Frustration mounts
on behalf of the sales people who are
scrambling to protect their client
relationships. Animosity builds between
the functions. Achieving your company’s
business objectives requires
understanding customer needs, the
problem with meeting customer’s needs is
that every function has its own focus
and priorities. Resources are limited
and the customer gets lost in the
conflict of allocating those scarce
resources. Being able to resolve
customer problems often requires you to
delicately negotiate through the
internal layers of your organization.
During this interactive webinar you
will:
- Learn to identify the interests
and positions of all parties
- Identifying mutual interests
- Developing and exploring options
that appeal to all
- Creating a plan that everyone
can commit to
- Understand the power of
effective communication
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What is a Webinar?
A webinar is a seminar given over the
internet. You can raise your hand, ask questions, take
notes, and do role plays. Days before the webinar, you
will receive an email that contains a link, a toll free
conference call number, meeting number and password.
Shortly before the webinar is about to start,
log in to the webinar, dial in and enjoy the webinar!
Our webinars
are extremely affordable and convenient compared to other
training programs and seminars. Your entire team reinforce
their learning quarterly with out having people out of the
office and travel costs.
Baker Communications
offers live instructor led webinars in seven different
topics - click the subjects below for topics:
Webinar
seats come with 30 day webinar archive library access after
the seminar.
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Contact Us
For More Information On Webinars:
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Natalia is one of the
bi-lingual multinationals on Baker
Training Team. As a Senior Instructor
and a member of Content Development
group, her core competencies range from
sales and marketing integration to
seminar facilitation and content
development in a wide range of
industries and settings from global
corporations to small businesses and
government entities. As a WebEx
Specialist, Natalia designs and develops
in-class training and presentation
curriculums to suit on-demand
applications for remote delivery
allowing clients to maximize the
productivity of their global workforce
by providing effective Web-based
training solutions.
Prior to instructing,
Natalia acted as Marketing & Advertising
Project Manager for one of the leading
commercial real estate developers in
Central Texas, Stratus Properties. She
also specialized in the sales of
integrated custom-tailored IT solutions
to small and medium business markets at
Dell, Inc., which provided Natalia with
ample opportunities to refine core
competencies of being action oriented,
customer-focused, and results-driven,
and allowed her to further improve her
negotiations, sales, presentations and
time management skills.
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