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Collaborative Negotiation Skills

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Course Credit: 0.15 CEU, 1.5 PDH

Business-to-Business (B2B) Collaborative Negotiations: The only place success comes before work is in the dictionary. Successful negotiations, as measured by a win-–win agreement, require that you invest time and effort in managing your negotiation from start to finish. It is a lot of work, but it is worth the effort needed to secure a win-win outcome. This webinar will reference many concepts, processes, and tools that you can use to achieve a win-win outcome. Negotiations are a normal part of an ongoing business relationship with your suppliers, customers and business partners. The goal of this webinar is to provide you with the skills needed to conduct a successful negotiation while strengthening the relationship between you and the other party. It is not unusual, even after preparing a detailed scope of work, that the other party wishes to change your offer. You should never feel your submitted offer is final, so in a spirit of collaborative negotiation, it is your responsibility to work with the other party to better satisfy their needs and still maintain the value of your offer. This is achieved by taking a flexible approach to finding mutually beneficial trades to modify the offer. This webinar describes the processes you can follow to prepare and skillfully manage the negotiation meeting to arrive at a win–win agreement. Finally, you know that not all negotiators will come to a negotiation with the principled win-win approach. The other party may use pressuring tactics to obtain a concession from you in an effort to secure a better deal for them. The last part of this webinar discusses how to effectively handle competitive negotiators in an effort to get them back on track to finding a win–win agreement. All content contained within this webinar is copyrighted by JP Amlin and its use and/or reproduction outside the portal requires express permission from JP Amlin.

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 1 chapter
  4 downloadable resources

Course Chapters

  • 1Collaborative Negotiation Skills - Chapter 1
    Media Type: Video


Earn credits by completing this course0.15 CEU credit1.5 PDH credits


JP Amlin