Negotiation Skills for Engineers (1.2 CEUs)

Course Code: SKL038

Daily Schedule

8:00am - Registration and coffee (1st day only)

8:30am - Session begins

4:30pm - Adjournment

Breakfast, two refreshment breaks and lunch are provided daily (Except Webinars).

Description

Success could be defined as the ability to deal with and sell to anyone. Engineers, business owners, project managers, consultants and sales professionals-all have to sell. Your ability to persuade people is critical in developing successful business relationships. The seminar explores a variety of negotiation strategies and tactics. Participants will achieve better day-to-day outcomes, become more effective in dealings with their clients and enhance their leadership skills. You will also learn how to use negotiation strategies and develop a practical skills and techniques you need to resolve complex situations effectively and with confidence. This seminar will give you the tools to manage conflict constructively, which can be applied to any context.

Objective

The goal is to acquire a complete understanding of negotiations strategies, techniques and tools to deal complex issues effectively and to move the ‘difficult’ situation into the ‘pleasure to deal with ’situation.

Who Should Attend

The seminar will be of interest and benefit engineers, consultants, employees, supervisors, managers at any level in the organization from both the public and private sectors, who want to improve their negotiation skills and develop more confidence and stronger negotiating capabilities.

How Will You Benefit

Learn how to negotiate effectively in a variety of different situations ranging from single issue, two party negotiations to multiple issue, multi-party negotiations
Examine strategies for dealing with different types of conflict
Define what your unique negotiation handling style is and how that impacts you in the workplace
Build an environment where people listen and make changes in their behaviour
Develop a negotiation plan for a specific situation you are currently facing
Develop an appreciation of the ethical implications of different negotiation approaches
Receive valuable feedback on your newly acquired negotiation skills in a risk-free environment
Develop confidence in the negotiation process as a means of conflict resolution

Rishi Kumar

Rishi Kumar, M.Sc. Eng., P.Eng., PMP, CMC, GSC is a President and CEO of Global Educational and Consulting Services (GECS) and is an approved education provider by the Engineering Institute of Canada, (EIC) and International Association of Continuing Education and Training, Washington, DC (IACET). Rishi obtained his M.Sc. in Mechanical Engineering in 1976 from University of Calgary, Alberta. Since 1976, he has held many senior positions in utility, auto industry, research & development, services, manufacturing and consulting sectors in project, program, and portfolio management of various capital projects. Since 1996, he conducted 600+ public and in-house seminars all over the globe through various universities, construction associations and other professional organizations and published/presented 25+ technical, business and management papers in various publications/conferences throughout the globe.

Mr. Kumar is a licensed professional engineer (P.Eng.) in the province of Ontario and holds various professional certifications {certified Project Management Professional (PMP), and a Certified Management Consultant (CMC) and certified Quality Auditor}. He obtained his Gold Seal Certification (GSC) from the Canadian Construction Association in 2011.

Unit 1 INTRODUCTION

Exercise

Unit 2 NEGOTIATION STYLE-A

Discussion
Patterns of Negotiating Behaviour
Characteristics of Negotiating Styles
Which Style is preferred?
Negotiating Style Profile

Unit 3 NEGOTIATION STYLE-B

Competitive Style
Cooperative Style
Principled Negotiation

Unit 4 NEED THEORY IN NEGOTIATION

Discussion
Essential Needs
Observable Behaviours
Types of Behaviour-Exercise
Personal Needs Self Assessment-Exercise
Negotiation Exercise based on Need Theory

Unit 5 NEGOTIATION PRINCIPLES

Negotiation Techniques
Negotiation Principles
Quiz
Options
Standards
People
Alternatives (BATNA)
Closure

Unit 6 NEGOTIATION PROCESS

Discussion
Styles
The Process

Unit 7 ASSERTIVENESS

How to be it-Three steps
Why it not easy
Assertiveness Skills
Influencing Skills

Unit 8 EFFECTIVE COMMUNICATION SKILLS

The Communication Process
Understand & Understood Process
Elements of Effective Listening
Constructive Feedback
Dealing with Excessive Anger
Aggressive Behaviour
Assertive Behaviour

Unit 9 SUCCESSFUL NEGOTIATING

To Agree or not to Agree
A Discounted Deal
Taken for a Ride
Not Good Enough
A Pusher
Power
Task Assisting Behaviour
Group-assisting Behaviour
Non-Functional Behaviour
Attitudes
Master Negotiator

Unit 10 NEGOTIATING WITH A CUSTOMER YOU CAN AFFORD TO LOSE

Strategies

Unit 11 NEGOTIATEING WITH PROBLEM PEOPLE

Categories-Problem People
How to deal?

Unit 12 TIPS

Competitive Negotiations
Concessions
Key Concepts
Preparing to Negotiate-To Do’s

Workshop 1

Workshop 2

Workshop 3

Workshop 4

Workshop 5

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