Discover how to plan and conduct negotiations effectively in this
informative one day workshop
Negotiating skills
15 February, London
A one day workshop introducing participants to the theory and practice of
negotiating. Assuming no previous 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.
How will this event help you?
It 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.
Who should attend?
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.
Programme
9.15 Registration and coffee
9.45 Welcome and introductions
Course objectives and current issues
Theory and framework for negotiating; participants' jobs and
organisations and types of negotiation they conduct or intend to conduct
10.45 Coffee
11.05 Practical negotiation - 1
A simulated real negotiation to demonstrate the real benefit
of establishing strategy and planning well. Based on a commercial buyer and
seller, one to one relationship. Individual and group presentation.
12.00 Simultaneous negotiation meetings
Small group feedback
12.45 Plenary review and skills for good negotiation
1.00 Lunch
2.00 Practical negotiation - 2
A simulated real negotiation which emphasises aspects of the
contractor/contractee relationship
3.00 Meetings
3.40 Tea
4.00 Review and plenary session
4.45 Close
NB Please bring a calculator with you as some simulations include figurework
Places are limited to: 18
Course leader: Sheila Ritchie is a consultant in the behavioural sciences
applied to work. A Chartered librarian, she works in the public and private
sectors in the UK and overseas. Her specialist interests lie in the
personal and interpersonal skills professionals and managers need to do
their work effectively.
Fees
LA Personal members £135 plus VAT (£23.62) £158.62
LA Institutional members £163 plus VAT (£28.52) £191.52
Non members £189 plus VAT (£33.07) £222.07
LA student/unwaged members £25 plus VAT (£4.37) £29.37
How to book
To make a confirmed booking please complete and return the booking form
below by fax to Professional Development on 020 7255 0561. Alternatively, to
make a provisional booking please call us on 020 7255 0560, or email
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bookingform
I would like to confirm a place on the following
Workshop: (this constitutes a confirmed booking)
Title of event:
____________________________ Date: ___/___/___
Surname: ____________________________________
First name: __________________________________
Job title: ____________________________________
Organisation: ________________________________
Address: ____________________________________
Town:________________ Postcode:______________
Tel___________________ 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
EITHER:
__ Please invoice. Please give name and address
if different from above:
____________________________________________________
____________________________________________________
(Payment is required within 30 days of invoice)
* I enclose a cheque for: £_______________
(payable to The Library Association)
* Please tick if a receipt is required
OR
__ Please debit by credit card for: £_________
(Access or MasterCard only)
Card no: __________________________________
Expiry date: _________________________________
Signature: ___________________________________
Name of cardholder:_______________________
Cancellation of a confirmed booking on the day will incur the full fee, or
if received 7 working days prior to the event, 50% of the fee will be due.
Please return to:
Professional Development, LA Enterprises, The Library Association, 7
Ridgmount Street, London, WC1E 7AE or fax us on 020 7255 0561.
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