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Course Description:
Course Details:
Print »“Beyond The Chicken Dance” Negotiating Tips for Better Outcomes
Class Registration Details:
| Section: | 1000703 |
| Instructor: | Charles Newman |
| Location: | Main Campus, Fort Pierce, Building E, Room 108 |
| Dates: | October 8, 2010 |
| Days: | Friday |
| Times: | 9:00 AM - 10:30 AM |
| Cost: | $39.00 |
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Back By Popular Demand!
If having to negotiate makes you tense, "Beyond the Chicken Dance" will change your life! This 90 minute seminar will lead you to a better, more long lasting agreement. Most people feel uncomfortable with the process of negotiating. Discover how to establish and manage solid and successful business alliances in this seminar.
Remember that while there are certain aspects of each “deal” that are similar; no two deals are exactly alike. Getting to the final agreement is a process with unlimited possibilities as there are no hard and fast rules. It isn’t a science; it’s an art. It is where creativity comes into play far more than during the analytical aspects of making a “deal.”
Here are some of the key lessons you’ll learn during this seminar to use at the negotiating table:
- Everything in life is negotiable and whether you realize it or not, you are negotiating throughout each and every day.
- If you don’t ask, you don’t get. You won’t necessarily get what you deserve in life; you only get what you negotiate.
- Don’t ever give something away without getting something in return.
- Do not focus on the person; focus on the “deal”. Don’t personalize the negotiating process.
- Do not react to the other party’s offer, rephrase or restate it as a response while providing time to think.
- For a successful outcome, both parties to the negotiation must feel satisfied. Do not hammer the other party into submission as they will spend their time and their energy focused on getting even sometime in the future to the detriment of both parties.
- Do not agree to something too quickly or the other party probably will feel as though they “left something on the table”.
- For both parties to win, you need to “make the pie bigger” before you cut it in half.
- “Information is power.” The more you have, the better the outcome. Ask “open-ended” questions, and let the other party talk.
- Don’t play into the stereotypical North American image at the negotiating table. In other words, don’t fall into the habit of “splitting the difference” just to make the issue go away.
- When dealing with other cultures, don’t overestimate English comprehension based on English speaking skills. Also try and understand some of the other party’s cultural and linguistic nuances.
- Remember that negotiating can be a lot of fun, and that most people enjoy the “game.”
About the Instructor: Charles H. Newman
Charles Newman presently is a Managing Partner of Newman Business Associates. He was part of the Ford management team for 28 years, after which he was President and COO of the Strategic Alliances Consulting Group. During his 40 years experience, he refined the steps that bring people together to make alliances work, and has become an internationally recognized expert on negotiations.
On behalf of Ford and his other clients, Mr. Newman successfully negotiated a variety of joint ventures, licensing agreements, acquisitions and divestitures in North America, South America, Europe, and the Asia Pacific region. More recently, he published a book entitled "Beyond the Chicken Dance" to share
his experiences with others. Mr. Newman regularly appears on WVSN radio out of the Detroit area, where he is recognized as the "go to guy when a deal is to be done!" He has published numerous articles on EzineArticles.com and in September he met with Alan Mulally, the President and CEO of Ford Motor Company to discuss the global auto industry and how Ford has succeeded without government bailout funds.
All students will receive a copy of his book “Beyond the Chicken Dance” (a $19.99 value) and Mr. Newman will by happy to sign the book as well.
On behalf of Ford and his other clients, Mr. Newman successfully negotiated a variety of joint ventures, licensing agreements, acquisitions and divestitures in North America, South America, Europe, and the Asia Pacific region. More recently, he published a book entitled "Beyond the Chicken Dance" to share
his experiences with others. Mr. Newman regularly appears on WVSN radio out of the Detroit area, where he is recognized as the "go to guy when a deal is to be done!" He has published numerous articles on EzineArticles.com and in September he met with Alan Mulally, the President and CEO of Ford Motor Company to discuss the global auto industry and how Ford has succeeded without government bailout funds.
All students will receive a copy of his book “Beyond the Chicken Dance” (a $19.99 value) and Mr. Newman will by happy to sign the book as well.
Testimonials:
“I’ve read Charlie Newman’s book and was impressed with its directness and back to the basics of the deal approach. The examples are clear and to the point. The book provides a pathway to maintain focus and close the deal.” Frank Macher, CEO, Ceres Partners; former VP, Automotive Components Group, Ford Motor Company
“Newman opens our eyes with his view of international business processes. Going beyond the private sector, his insights apply to the world of public sector leadership, and in many ways, to our family lives. “Beyond the Chicken Dance” provides pivotal insight for 21st Century leaders in a practical and often humorous, fast-paced style.” Michael J. Lannon, Superintendant of Schools, St. Lucie County, Fl.
"Very valuable information; helped me understand something that I'm usually not comfortable with."
"Excellent presentation! I am a background technician and I'm being put in the forefront.. The role playing helped out a lot!"
- Course Type: Continuing Education Institute, Licensing & Certifications
- Length: Minimum of 1.50 hours
- Format: Classroom
- SIGN UP TODAY! Limited Seating! For more information Call Toll FREE 1.888.283.1177
