NEGOTIATING SKILLS
30 JUNE & 1 JULY 2004, LONDON
A two-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
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.
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.
SPECIAL NOTES:
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 workshop include some basic figure work.
FEEDBACK FROM PREVIOUS PARTICIPANTS:
"Excellent facilitator"
"Lots of practical work"
RELATED WORKSHOPS: Operational service planning techniques
Key principles for costing & pricing
Supporting your case using budgeting & costing data
PLACES ARE LIMITED TO: 18
PROGRAMME
Day 1
9.00 Registration and coffee
9.30 Welcome, workshop objectives and current issues. Framework for negotiating; participants' work and objectives
10.45 Negotiating theory and strategy
11.15 Coffee
11.35 Negotiation practice, 1
A simulated real negotiation to demonstrate the benefit of establishing strategy and of planning well. Individual and group work
12.45 Lunch
1.45 Negotiation Practice, 2
Simultaneous meetings
2.15 Small group reviews
3.15 Tea
3.35 Plenary session
4.30 Close
Day 2
9.15 Coffee
9.30 Review Day 1
10.00 Conflict and its management
11.15 Coffee
11.35 Negotiation practice, 2
A second, appropriate simulated real negotiation to demonstrate the benefit of establishing strategy and of planning well.
Individual and group work
12.45 Lunch
1.45 Negotiation Practice, 3
Simultaneous meetings
2.15 Small group reviews
3.15 Tea
3.35 Plenary session
4.30 Close
FEES:
CILIP Personal members: £320 plus VAT (£56) £376
CILIP Institutional members: £385 plus VAT (£67.38) £452.38
Non members: £450 plus VAT (£78.75) £528.75
CILIP Student/unwaged members: £50 plus VAT (£8.75) £58.75
HOW TO BOOK:
TO MAKE A CONFIRMED BOOKING:
Please print out and complete the booking form below and return it by fax to the Training & Development Department on 020 7255 0561, or post to: Training & Development, CILIP, 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, email [log in to unmask] <mailto:[log in to unmask]> or visit this workshop's web page at <http://www.cilip.org.uk/training_events/cilip_courses/c40650.html>
(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
30 JUNE & 1 JULY 2004, LONDON
Title: ____________ First name: _________________
Surname: ____________________________________
Job title: ____________________________________
Organisation: ________________________________
Address: ____________________________________
Town:________________ Postcode:______________
Email address: ________________________________
Tel___________________ Fax: __________________
Are you a CILIP member? YES __ NO __
Personal* __ Institutional __ Student** __ Unwaged __
* If you are a Personal Member, but your employer is paying, they will still be charged at Personal Member rate.
** The Student rate applies to personal payers only - but not if organisations are paying the fee
CILIP 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:
____________________________________________________
____________________________________________________
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Option 2: __ I enclose a cheque (payable to CILIP) 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.
CILIP 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 Institute may from time to time wish to send you information about other services or products it provides.
CILIP reserves the right to alter details or to cancel this event should the need arise. CILIP has provision for those in wheelchairs. Induction loops are also available.
CILIP, The Chartered Institute of Library & Information Professionals
Registered Charity no. 313014
Message sent by:
Iona Khan
Events Assistant, Training & Development
CILIP
7 Ridgmount Street
London
WC1E 7AE
Telephone: 020 7255 0560
Fax: 020 7255 0561
Email: [log in to unmask]
Visit our web pages at: www.cilip.org.uk/training <http://www.cilip.org.uk/training>
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