NEGOTIATING SKILLS
CILIP two-day workshop, 24 & 25 June 2003, London
A two-day practical workshop that will introduce participants to the theory and practice of negotiating. Assuming no previous theoretical knowledge, this 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
The workshop is highly practical with an emphasis on learning by doing. There are no lectures, although supporting theory will be given where appropriate. Individual and group exercises as well as the experiences of participants will be used to develop an awareness of both behaviour and its underlying psychology.
BY THE END OF THE EVENT ATTENDEES WILL HAVE:
* identified their strengths for planning and conducting face-to-face negotiations
* raised their awareness of negotiating behaviour, styles and psychology
* learned how to resist making unnecessary concessions
* improved their confidence by offering practice in the main skills of planning and conducting an effective negotiation
* identified some of the causes of conflict and use the knowledge to manage their behaviour in situations where diplomacy is required
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 that 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 prepare by writing notes about negotiations that you are or will be involved in, and to bring them with you on the day. Some parts of the course include basic figure work.
PLACES ARE LIMITED TO: 18
PROGRAMME
DAY ONE
9.30 Registration and coffee
10.00 Course objectives and current issues
Theory & framework for negotiating; participants' jobs & organisations; types of negotiation.
11.15 Tea
11.30 Negotiation theory
The psychology and practice of commercial and other types of negotiation.
12.00 Negotiation strategy
A small, simulated real negotiation to demonstrate the benefit of establishing strategy and of planning well. Individual and group work.
12.45 Lunch
1.45 Practical negotiation 1
Preparation, individual and group work
3.00 Simultaneous meetings
3.30 Break
3.50 Reviews and plenary session
4.30 Close
DAY TWO
9.30 Welcome, Coffee
10.00 Review of negotiating strategy
Conflict and its management
11.00 Break
11.15 Practical negotiation 2
Preparation, individual and group work
12.30 Lunch
1.30 Simultaneous meetings
2.30 Reviews and plenary session
3.30 Break
3.45 Personal action plans
4.00 Review and evaluation
4.30 Close
FEES:
CILIP Personal members: £300 plus VAT (£52.50) £352.50
Institutional members: £363 plus VAT (£63.52) £426.52
Non members: £420 plus VAT (£73.50) £493.50
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, visit our web pages at <http://www.cilip.org.uk/training_events/cilip_courses/c30552.html> 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
(24 & 25 June 2003, 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:
____________________________________________________
____________________________________________________
____________________________________________________
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.
PLEASE RETURN BOOKING FORM TO:
Training & Development, CILIP Enterprises, CILIP, 7 Ridgmount Street, London, WC1E 7AE, or fax back to 020 7255 0561.
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 Association may from time to time wish to send you information about other services or products it provides.
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>
|