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Negotiation Skills for Engineers

Persuasion & Influencing

Upcoming Courses

Objective

The goal is to acquire a complete understanding of negotiations strategies, techniques and tools to deal complex issues effectively and to move the ‘difficult’ situation into the ‘pleasure to deal with ’situation.

Description

Success could be defined as the ability to deal with and sell to anyone. Engineers, business owners, project managers, consultants and sales professionals-all have to sell. Your ability to persuade people is critical in developing successful business relationships. The seminar explores a variety of negotiation strategies and tactics. Participants will achieve better day-to-day outcomes, become more effective in dealings with their clients and enhance their leadership skills. You will also learn how to use negotiation strategies and develop a practical skills and techniques you need to resolve complex situations effectively and with confidence. This seminar will give you the tools to manage conflict constructively, which can be applied to any context.

Who should attend

The seminar will be of interest and benefit engineers, consultants, employees, supervisors, managers at any level in the organization from both the public and private sectors, who want to improve their negotiation skills and develop more confidence and stronger negotiating capabilities.

How you will benefit

  • Learn how to negotiate effectively in a variety of different situations ranging from single issue, two party negotiations to multiple issue, multi-party negotiations
  • Examine strategies for dealing with different types of conflict
    Define what your unique negotiation handling style is and how that impacts you in the workplace
  • Build an environment where people listen and make changes in their behaviour
  • Develop a negotiation plan for a specific situation you are currently facing
  • Develop an appreciation of the ethical implications of different negotiation approaches
  • Receive valuable feedback on your newly acquired negotiation skills in a risk-free environment
  • Develop confidence in the negotiation process as a means of conflict resolution

Course material

Each participant will receive a complete set of seminar notes and handouts that will serve as information references.

Program outline

Unit 1 INTRODUCTION
Exercise

Unit 2 NEGOTIATION STYLE-A
Discussion
Patterns of Negotiating Behaviour
Characteristics of Negotiating Styles
Which Style is preferred?
Negotiating Style Profile

Unit 3 NEGOTIATION STYLE-B
Competitive Style
Cooperative Style
Principled Negotiation

Unit 4 NEED THEORY IN NEGOTIATION
Discussion
Essential Needs
Observable Behaviours
Types of Behaviour-Exercise
Personal Needs Self Assessment-Exercise
Negotiation Exercise based on Need Theory

Unit 5 NEGOTIATION PRINCIPLES
Negotiation Techniques
Negotiation Principles
Quiz
Options
Standards
People
Alternatives (BATNA)
Closure

Unit 6 NEGOTIATION PROCESS
Discussion
Styles
The Process

Unit 7 ASSERTIVENESS
How to be it-Three steps
Why it not easy
Assertiveness Skills
Influencing Skills

Unit 8 EFFECTIVE COMMUNICATION SKILLS
The Communication Process
Understand & Understood Process
Elements of Effective Listening
Constructive Feedback
Dealing with Excessive Anger
Aggressive Behaviour
Assertive Behaviour

Unit 9 SUCCESSFUL NEGOTIATING
To Agree or not to Agree
A Discounted Deal
Taken for a Ride
Not Good Enough
A Pusher
Power
Task Assisting Behaviour
Group-assisting Behaviour
Non-Functional Behaviour
Attitudes
Master Negotiator

Unit 10 NEGOTIATING WITH A CUSTOMER
YOU CAN AFFORD TO LOSE
Strategies

Unit 11 NEGOTIATEING WITH PROBLEM PEOPLE
Categories-Problem People
How to deal?

Unit 12 TIPS
Competitive Negotiations
Concessions
Key Concepts
Preparing to Negotiate-To Do’s

Seminar leader

Rishi Kumar, M.Sc. Eng., P.Eng., PMP, CMC, GSC, is a President and CEO of Global Educational and Consulting Services (GECS) and is an approved education provider by the Engineering Institute of Canada, (EIC) and International Association of Continuing Education and Training, Washington, DC (IACET). Rishi obtained his M.Sc. in Mechanical Engineering in 1976 from University of Calgary, Alberta. Since 1976, he has held many senior positions in utility, auto industry, research & development, services, manufacturing and consulting sectors in project, program and portfolio management of various capital projects. Since 1996, he conducted 475+ public and in-house seminars all over the globe through various universities, construction associations and other professional organizations and published/presented 25+ technical, business and management papers in various publications/conferences throughout the globe.

Mr. Kumar is a licensed professional engineer (P.Eng.) in the Province of Ontario, and holds various professional certifications {Certified Project Management Professional (PMP), and a Certified Management Consultant (CMC) and Certified Quality Auditor}. He obtained his Gold Seal Certification (GSC) from the Canadian Construction Association (CCA) in 2011.
Mr. Kumar served as a Chair, President, Sr. Vice-President-Operations and Director-Marketing and Professional Development portfolios for PMI Lakeshore chapter and presently serving in Ethics Review Committee (ERC) of PMI Global and providing coaching and mentoring to PMI members. Mr. Kumar is actively involved since 1996 with Professional Engineers Ontario (PEO) and is serving in various committees and boards (Discipline, Equity & Diversity and Experience Requirements). Since 2007, Rishi is providing coaching and mentoring services to PEO Mississauga as a Chairperson. He supports the mentorship programs offered by various non-profit organizations (CESO, Ontario Works-Peel Region, Skills for Change, ACCES Employment, DBNS and CMC) in GTA since 1994.