Material Detail

Effective negotiation skills are a requirement for any executive, especially for facilities managers who are administering complex contractual relationships involving substantial amounts of money. Often individuals fail in negotiation not because they are unable to get an agreement, but because they don’t identify their primary underlying interests and find additional ways to create and claim value. This workshop will examine how to recognize the ubiquitous possibilities for negotiation, provide participants with useful ways of thinking about negotiation, and help participants develop the ability to distinguish between their interests and their positions. You will learn how to: perceive opportunities to negotiate vs. accepting the situation as is; identify the difference between interests and positions; uncover both your own interests and the interests of others; get to interests vs. digging into a given stance; and approach negotiation situations in ways that produce mutually-beneficial results.

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