Negotiating is an extension of building community. If the other person feels slighted or if they do not think they are getting an equitable deal, you will not get anything you want.
Not everything in the negotiation has to be a down-and-out battle between you and the vendor. Be flexible, and the vendor will usually follow suit. Negotiating specifications with a vendor is not easy as you both have your own agendas. This process of negotiating the project’s requirements starts with the first phone call and continues until the last bill is paid.
After hearing this presentation, you will be better able to:
1. Understand how to have and use power when there is an impasse.
2. Know the principles and techniques of preparing and conducting negotiations that lead to success, both in the short and long term.
3. Learn the key steps in the negotiation process and how to control negotiations so that they create solutions that benefit all parties.
4. Learn about how culture plays a role in negotiations and crisis negotiations.