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Selling To Women & Couples

Roberts & Roberts Associates leads the way in providing cutting-edge negotiation skills training. Whether you are a sales professional, purchasing agent,  manager, or individual contributor, we have a course that's just right for you.

Title

Duration

Target Audience

U

Applied Negotiating Skills

2-days

Sales and marketing professionals

Details

Negotiating Skills for Buyers

2-days

Buyers and purchasing agents

Details

Negotiating Without Confrontation

1-day

Managers, team leaders, individual contributors

Details

Persuasion Power

1-day

All professions and disciplines

Details


 

Read Lon's Article in ACHR News, Rethinking the Win-Win Philosophy

 

 


 

Applied Negotiating Skills Workshop

Negotiating skills are essential for every professional. Not only are these skills used in buying-selling transactions, they play a central role in settling disputes, negotiating contracts, setting priorities, reaching compromises, and even assigning resources to tasks. The Applied Negotiating Skills Workshop makes these skills accessible to all, as it should be - not just professional arbitrators. The workshop is based on the win-win philosophy of negotiations, but it is also practical in the sense that it recognizes and addresses the fact that one-in-four people are naturally inclined to use an adversarial or competitive style of negotiations. It also deals with contemporary issues, such as team-based negotiations and negotiating via e-mail. The concepts and methods covered in this workshop are reinforced through skill practices that simulate realistic negotiating scenarios. Videotaping is optional for those who wish to see how their body language and speaking nuances influence their effectiveness at negotiating.  (Click here for a description of the Applied Negotiating Skills Workshop specifically for professional buyers.)

Topics

  • Exploring the practical basis for win-win negotiations

  • Understanding the psychology of negotiations

  • Critical mistakes that are often made during negotiations

  • Pre-negotiations - gathering information

  • Establishing your goals, objectives, and BATNA

  • Identifying and understanding your negotiating style

  • Reading and adapting to the style of others

  • Dealing with win-lose type personalities

  • Negotiating in impersonal situations, such as e-mail

  • Negotiating from a weak position

  • Establishing your negotiating strategy

  • Assessing the interests and motivations of the other party

  • Expanding the pie and building integrative agreements

  • Team negotiations - important dos and don'ts

  • Primer on inter-cultural negotiations

  • Keeping the situation under control

  • Giving and taking concessions

  • Effective negotiating tactics - tips and techniques

  • Recognizing and defending against negotiating ploys

  • Negotiating job priorities and task assignments

  • Breaking deadlocks and avoiding impasses

  • Competitive bidding - some important dos and don'ts

  • Bring the negotiations to successful closure

  • Skill practices and exercises

Duration: 2-days.

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© Roberts & Roberts Associates • Plano, TX • 972.596.2956www.R2assoc.com


Negotiating Skills for Buyers
Practical Skills for Negotiating With Product Sellers & Service Providers

This workshop deals with negotiating skills and strategies from the buyer's perspective. It is specially geared for professionals who are charged with procuring products and services from vendors and contractors while representing the "best interests" of their companies and internal customers.  While the workshop is based on the win-win philosophy of negotiations, it is tempered by the fact that one-in-four people will assume an adversarial or competitive style of negotiations.  The workshop also deals with contemporary issues, such as team-based negotiations and negotiating via e-mail.  The principles covered in this workshop are reinforced through skill practices that simulate realistic negotiating scenarios from a buyer's perspective.

Topics

Duration: 2-day program. Note: a 1-day version is also available, but with reduced emphasis on select topics outlined above.

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© Roberts & Roberts Associates • Plano, TX • 972.596.2956www.R2assoc.com


Negotiating Without Confrontation

This workshop is designed to give you the practical skills you need to represent your interests in tough negotiating situations. Skills that will help you hold your own without being intimidated by the confrontational style of the so-called “hard-nose” negotiator or the winner-takes-all style of the competitive negotiator. This workshop also covers contemporary issues, such as team-based negotiations and negotiating via e-mail. The concepts and methods covered in the workshop are reinforced through skill practices that simulate realistic negotiating scenarios.

Topics

Duration: 1-day.

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© Roberts & Roberts Associates • Plano, TX • 972.596.2956www.R2assoc.com


Persuasion Power Workshop

Good ideas alone are not enough . . . you have to have persuasion-power if you need buy-in from others!  This workshop will provide you with practical tools for upping your ability to influence others through the use of personal persuasion-power.  More than a list of to-dos, you will learn a systematic approach for framing your argument and presenting a compelling case for action that favors your position. 

Topics

Duration:      1-day

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© Roberts & Roberts Associates • Plano, TX • 972.596.2956www.R2assoc.com


To inquire about an on-site or customized workshop, call us at 972.596.2956 or
send an e-mail message to:
info@r2assoc.com


Roberts & Roberts Associates Home Page
http://www.R2assoc.com

© Roberts & Roberts Associates • Plano, TX • 972.596.2956www.R2assoc.com