NEGOTIATING SKILLS
20 March, London
A one-day workshop to introduce participants to the theory and practice of
negotiating. Assuming no previous theoretical knowledge, the workshop
covers commercial and interpersonal negotiating, preparation, planning,
face-to-face negotiating skills and aspects of underlying psychology useful
for understanding your own and others' behaviour.
BENEFITS FROM ATTENDING
This workshop will help you to:
* identify your strengths for planning and conducting face-to-face
negotiations.
* raise your awareness of negotiating behaviour, styles and psychology.
* resist making unnecessary concessions
* improve your confidence by offering practice in the main skills of
planning and conducting an effective negotiation.
All sessions require a high level of involvement and participation. You
will be asked to write notes about negotiations you are or may be involved
in, and to bring them with you. Parts of the course include some basic
figure work.
WHO WILL BENEFIT FROM ATTENDING?
Those who deal with suppliers, who purchase services, goods and equipment,
who sell or offer services for which they charge or who need to negotiate
externally as well as internally as part of their job.
FEES:
Personal members: £150 plus VAT (£26.25) £176.25
Institutional members: £181 plus VAT (£31.67) £212.67
Non members: £210 plus VAT (£36.75) £246.75
Student/Unwaged members: £25 plus VAT (£4.37) £29.37
PROGRAMME
09.15 Registration and coffee
09.30 Welcome, course objectives and current issues
Theory and framework for negotiating; participants' jobs and organisations;
and the types of negotiation they conduct or intend to conduct
10.30 Coffee
10.45 Negotiation strategy
A small, simulated real negotiation to demonstrate the benefit of
establishing strategy and of planning well.
Individual and group work
12.30 Lunch
13.30 Practical negotiation
Preparation, individual and group
14.30 Meetings
15.15 Tea
15.35 Reviews and plenary session
17.00 Close
WORKSHOP LEADER
Sheila Ritchie
Sheila is a consultant in the behavioural sciences applied to work. A
chartered librarian, she works in all sectors of the economy in the UK and
overseas. Her specialist interests are in the personal and interpersonal
skills professionals and managers need to do their work effectively. Her
most recent book (with co-author Peter Martin) is Motivation Management; a
training-room-based study of how individual motivation underlies working
behaviour and relationships, published by Gower in April 1999.
PLACES ARE LIMITED TO: 18
HOW TO BOOK:
TO MAKE A CONFIRMED BOOKING:
Please print out and complete the booking form below and return it by fax to
Professional Development on 020 7255 0561, or post to: 7 Ridgmount Street,
London WC1E 7AE
TO PROVISIONALLY BOOK A PLACE:
To make a provisional booking simply telephone us on 020 7255 0560,
textphone 020 7255 0505, or email [log in to unmask]
(Provisional bookings will be held for three weeks. A confirmed booking must
be received within this period or your place may be lost.)
BOOKING FORM:
I would like to book a confirmed place on NEGOTIATING SKILLS (20 March,
London)
Surname: ____________________________________
First name: __________________________________
Job title: ____________________________________
Organisation: ________________________________
Address: ____________________________________
Town:________________ Postcode:______________
Tel___________________ Fax: __________________
Email: ______________________________________
Are you a LA Member? YES __ NO __
Personal* __ Institutional __ Student __ Unwaged __
*N.B. If you are a Personal Member, but your employer is paying, they will
still be charged at Personal Member rate.
LA membership no: __________________________
Dietary/special requirements (sensory or physical)
___________________________________________
PAYMENT OF FEE:
Option 1: __ Please send an invoice
(your payment will be due within 30 days of the invoice date).
Please give invoice name and address if different from above:
____________________________________________________
____________________________________________________
____________________________________________________
Option 2: __ I enclose a cheque (payable to The Library Association) for
£_______________
Please tick here if you require a receipt: __
Option 3: __ Please debit £_________ to my credit card
Credit card details:
Name of cardholder:_______________________
Card no: __________________________________
Expiry date: _________________________________
Signature: ___________________________________
PLEASE NOTE: cancellations received on the day will incur the full fee. If a
cancellation is received in the seven working days prior to the event, 50%
of the fee will be due.
PLEASE RETURN BOOKING FORM TO:
Professional Development, LA Enterprises, The Library Association, 7
Ridgmount Street, London, WC1E 7AE, or fax back to 020 7255 0561.
The Library Association keeps any personal information you supply for the
purpose for which you have provided it. It is not passed to other
organisations unless this is made explicit when you supply it or if we are
legally required to do so. However the Association may from time to time
wish to send you information about other services or products it provides.
Registered Charity no. 313014
Message sent by:
Iona Khan
Events Assistant, Training & Development
The Library Association
7 Ridgemount Street
London
WC1E 7AE
Telephone: 020 7255 0560
Fax: 020 7255 0561
Email: [log in to unmask]
Visit our website at: www.la-hq.org.uk
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