Negotiating with Integrity

Negotiating with integrity is defined as back-and-forth, straight-talk communication, based on trust and truth, to reach an agreement when some are shared and some are opposed. Participants in this program will enhance their negotiation skills in sales, contract administration, cross-functional transactions in the organization, with suppliers and with customers.

Course Benefits:

Program participants will gain the skills to:
  • Lay the ground work for negotiating collaboratively
  • Use the five steps for negotiating with integrity
  • Prepare for a negotiation with integrity which leads to a win-win outcome

Course Objectives:

  • Develop a personal action plan to implement Negotiating With Integrity back on-the-job
  • Determine personal triggers, which result in aggressive and defensive behavior and self-corrective actions
  • Distinguish between antagonistic and integrity-based negotiation
  • Follow-up a negotiation to assure fulfillment of expectations

Course Content:

  • Case Studies
  • Dynamics of negotiating with integrity
  • Negotiation effectiveness
  • Techniques for de-escalating aggressive behavior
  • The stages of negotiation

Who Should Attend:

  • Anyone desiring to improve his/her ability to negotiate in a positive way