Fisher and Ury (1986) have claimed that ‘everyone negotiates something every day’ (p. xi). They assume that people usually get what they need from others by negotiation, and cite the following examples:
Like it or not, you are a negotiator. Negotiation is a fact of life.
You
discuss a raise with your boss. You try to agree with a stranger on a
price for his house.
Two lawyers try to settle a lawsuit arising from a
car accident.
Despite the variety of situations we encounter daily which requires skill in negotiating with others, many people find that their standard strategies for reaching agreements with others do not work well. This 2-day workshop introduces participants to two critical negotiation strategies that are commonly used in negotiations and the advantages and disadvantages of each strategy. The workshop also touches on “When to negotiate;” “When not to negotiate;” and “What does one negotiate for?”
The objective here will be to ‘equip’ participants with negotiation skills to enable them to identify the critical needs, problems, issues of their clients, negotiate mutually beneficial outcomes, and hence serve their stakeholders (company and clients) better.
The workshop also introduces the concept of “customer development process” and “relationship marketing” for client management. The objective will be to achieve “customer lifetime value” and “customer equity.”