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Course/Product Description
Title:

What People Really Want: 5 Secrets To Successful Negotiating

SKU:WC-1014327
Date / Time: Recorded
Format: Webinar
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Description:

We all negotiate every day – over everything from million-dollar contracts to where to go for dinner. Some deals involve complex numbers. But nearly EVERY negotiation involves something even more complex – emotions.

Even the most hard-boiled negotiator has emotions. And understanding how to leverage yours — and your counterpart’s — can spell the difference between success and failure. While most negotiating training focuses on the rational side of negotiation, the emotional side has been neglected.

Until now.

Join us for What People REALLY Want: 5 Secrets to Successful Negotiating. Harvard professor Daniel Shapiro, Ph.D., will share his research on how to capture the power of emotions in your negotiations.

This is not just another course on emotional intelligence. Dr. Shapiro will share his powerful, 5-point framework, which exposes key human motivations driving negotiations – and which has been shown to improve outcomes in countless businesses and government negotiations. You’ll discover:

  • The 5 Core Concerns of negotiating
  • What emotionally motivates your counterpart’s negotiation behavior
  • How to satisfy their Core Concerns to make it more likely they will say “yes” to your requests
  • The critical importance of autonomy – and why it can matter more than the numbers
  • The surprising power of appreciation on negotiation outcomes
  • Why you must appreciate your adversary – and be appreciated yourself!
  • Tools to connect with even a tough counterpart
  • The 2 kinds of status, and how to use them to leverage emotions
  • Understanding “roles” you unconsciously play in your negotiations – and how to reshape those roles for increased leverage
  • And more!
      Dr. Shapiro has negotiated international boundary disputes, and is a frequent speaker at the World Economic Forum in Davos, Switzerland. He’ll share his techniques for negotiating with governments … corporations … and “the world’s toughest negotiators” – his kids!

      You can ask Dr. Shapiro your negotiation questions, and get specific answers to the challenges you’re facing. And because this is a webinar, there is NO LIMIT to the number of colleagues you can invite to join you for this unique event.

      If What People REALLY Want: 5 Secrets to Successful Negotiating wins you just ONE concession in your next negotiation, it will pay for itself countless times over.

      Cannot Attend The Live Presentation?

      This presentation is also available in a recorded format, in CD version, as shown in the pricing options below.

About Webcasts / Audio Conferences / Podcasts:

Webcasts, audio conferences, and podcasts are presentations that you attend via the Internet, phone, or mobile device at a specified date and time for "live" versions, or at your convenience for "recorded" and "On-Demand" versions.

The live versions are interactive, meaning that participants can ask questions in real time, plus are a very cost-effective form of training because 1) you receive fast, convenient learning without any out-of-office time; 2) you can invite as many colleagues as you'd like to listen in on a single phone line; 3) you incur no travel expenses; and 4) you and your colleagues are back at work immediately after the session ends!

And though with recorded versions you do lose the ability to ask questions, you gain the ability to hear the presentation numerous times and to share it with others in your office.

Handout materials and the phone number for live presentations are made available to you prior to the event via email from the presenter and from the "MyAccount" link on the menu bar. Copies of the presentations are included with recorded versions.

Licenses / Designations / Educational Credits:PACE
All US States: 1.5
All Canadian Provinces: 1.5
About The Provider: The HR Specialist family of products helps HR professionals quickly resolve their daily challenges. From state-specific employment law to compensation and benefits, our experts give you the HR advice you need to know.

Whether you're new to HR or an experienced pro - a department of one or 10 - you can trust the practical, plain-English advice from HR Specialist. We'll save you time and headaches by focusing on what you need to know, when you need to know it. That makes you the HR expert your company can rely on and gets you the recognition you deserve.
More Info: Contact Us For More Information
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Keywords For This Course:

influence, deals, deal-making, negotiating, negotiations, business, sales

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