| DPS 57055 | 24 |
Students will learn to use proven techniques which can be applied immediately to any negotiation. The workshop focuses on the entire negotiation process; from preparation to the final hand shake.
Students will learn how to create value and reach profitable agreements by improving their preparation, assertiveness, listening skills and collaborative problem-solving ability. Students will participate in simulations around the supply chain management function to gain firsthand experience in the negotiation process in the supply chain management field.
Outcomes
Upon successful completion of this course, students will be able to:
- Know how to approach negotiations from a strategic point of view
- Understand the key elements of preparation including self-assessment, assessing the other party, BATNA development, and Reservation Points
- Understand your negotiating style as well as various styles you may encounter when negotiating
- Know how to build trust and relationships during negotiations
- Understand the sources of power and how to apply them
- Know how to use active listening skills to create value and improve outcomes
- Know how to manage the complexity of multi-party negotiations
- Understand how to use concessions as well as when, and when not, to use them
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