Home    |    Instructor-led Training    |    Online Training     
         
 
Courses
ADA
Adobe
Agile
AJAX
Android
Apache
AutoCAD
Big Data
BlockChain
Business Analysis
Business Intelligence
Business Objects
Business Skills
C/C++/Go programming
Cisco
Citrix
Cloud Computing
COBOL
Cognos
ColdFusion
COM/COM+
CompTIA
CORBA
CRM
Crystal Reports
Data Science
Datawarehousing
DB2
Desktop Application Software
DevOps
DNS
Embedded Systems
Google Web Toolkit (GWT)
IPhone
ITIL
Java
JBoss
LDAP
Leadership Development
Lotus
Machine learning/AI
Macintosh
Mainframe programming
Mobile
MultiMedia and design
.NET
NetApp
Networking
New Manager Development
Object oriented analysis and design
OpenVMS
Oracle
Oracle VM
Perl
PHP
PostgreSQL
PowerBuilder
Professional Soft Skills Workshops
Project Management
Python
Rational
Ruby
Sales Performance
SAP
SAS
Security
SharePoint
SOA
Software quality and tools
SQL Server
Sybase
Symantec
Telecommunications
Teradata
Tivoli
Tomcat
Unix/Linux/Solaris/AIX/
HP-UX
Unisys Mainframe
Visual Basic
Visual Foxpro
VMware
Web Development
WebLogic
WebSphere
Websphere MQ (MQSeries)
Windows programming
XML
XML Web Services
Other
Negotiating Skills for IT Professionals
Overview

Information technology (IT) professionals are more productive when they can negotiate effectively with customers, business users and managers, vendors, and fellow team members. This workshop explains how to use effective negotiating techniques. It describes how to plan for a negotiation, define goals and desired outcomes, prepare ideal, realistic and fallback positions, use bargaining techniques, and deal with difficult individuals and situations. The workshop also provides opportunities for refining negotiating skills through role-plays and discussions. Each topic is reinforced by exercises and activities.

Prerequisites

Preferably, participants should have attended Communication Skills for IT Professionals workshop.

Audience

IT professionals involved in both formal and informal negotiations.
Maximum number of participants: 12

Course duration

2 Days

Classroom Requirements

Room set up as horseshoe and large enough for team activities, or with break-out rooms for team activities. Overhead projector, flipcharts.

Format
  • Presentation
  • Written Exercises
  • Interactive Activities
Objectives

After this course a student should be able to

  • Differentiate between different management roles
  • Recognize different management styles
  • Set achievable and measurable goals
  • Evaluate performance and provide constructive feedback
  • Provide leadership in changing and challenging environments
  • Conduct meetings effectively
  • Encourage participation and invoke enthusiasm
Course outline
  • Introduction
  • Phases of Negotiation: Preparation
    • Context for negotiation
    • Why negotiation is successful or unsuccessful
    • Types of negotiation
    • Preparation for negotiation
  • Phases of Negotiation: The Process
    • The negotiation process
  • Negotiating Skills
    • Essential negotiating skills
    • Preparing effective questions
    • Using effective questions in negotiating
  • Follow-Through
    • Following through a negotiation
    • Follow-up action
    • Making an action plan
    • Reviewing the results of the action plan
  • Negotiation Postures
    • Negotiating types
    • Preparing postures and tactics
    • Using postures and tactics
    • Reviewing the results of using postures and tactics
  • Conclusion
    • Personal action plan

Please contact your training representative for more details on having this course delivered onsite or online

Training Outlines - the one stop shopping center for IT training.
© Training Outlines All rights reserved
Copyright © SB