COURSE DESCRIPTION: Everyday negotiating savvy may well be a CFO or Controller’s #1 asset. Many finance executives don’t see themselves as full-time “negotiators.” It’s true you’re not a diplomat, lawyer, or union official who negotiates professionally. But you DO negotiate every day when you interface with vendors, hire new employees, discuss work schedules, request new resources from your boss, or try to justify a leaner budget.
Anytime two people exchange information with the intent of changing the status quo, that’s negotiating. The best finance executives are very good at it. They also know how to disagree without being disagreeable. They’re far more productive than weak negotiators, and they’re perceived by others as real players in their organizations.
The good news is that negotiating skills can be learned, and negotiating expert Peter Barron Stark will give you both a conceptual framework for negotiations and tactics to help you negotiate specific real-world situations more effectively.
Participants in this exclusive B21 audioconference will learn:
-
The #1 mistake inexperienced negotiators make
-
Why the most important work in a finance-related negotiation needs to happen long before you sit down with the other party
-
Why finance execs always need to set their goals high
-
How finance execs can prepare from the other party’s perspective
-
The critical role of trust in a finance-related negotiation
-
Creative ways to “enlarge the pie, not just divide it”
-
A proven technique that will prevent negotiations from turning into an argument (which no one can win) – HINT: it has to do with asking questions
-
How to focus on fixing the problem, not the person
-
How to figure out the interests behind the positions - yours and theirs
-
Strategies for taking a stand, setting limits, and turning around negative energy
-
Understanding the negotiating style of your counterpart and responding effectively
-
How to come up with options that are easy for you to give, yet valuable to others
-
How to create “if/then” proposals for mutual gain
-
Ways to respond strategically and fairly to unfair negotiating tactics
-
The #1 indicator of a well-executed negotiation (regardless of who ‘won’)
ABOUT THE SPEAKER: Peter Barron Stark is President of Peter Barron Stark & Associates, a company that specializes in helping organizations “build a culture where employees love to come to work and customers love to do business." Through a variety of programs including training, executive coaching, and employee opinion surveys they assist hundreds of organizations each year improve their corporate culture.
Peter’s popular book on Negotiation Skills, It’s Negotiable, was selected as a Book of the Month by Fortune Magazine. His latest book, The Only Negotiating Guide You'll Ever Need was published by Broadway Books, a division of Random House. Peter’s clients include Allied Signal, Coca-Cola, Hewlett Packard, Mail Boxes Etc., the NBA (National Basketball Association), NFL (National Football League), NOKIA Mobile Phones, as well as dozens of small and medium size companies.
MONEY-BACK GUARANTEE: We’re so confident you’ll get what you want out of this conference that we’ll refund your full fee if you’re not satisfied. It’s risk-free.
|
