CONTINUING EDUCATION FOR TAX & FINANCIAL PROFESSIONALS

Competitive Negotiation Tactics: Your Strategic Toolbox

Icon_Self-Study
Self-Study
Icon_Level
Basic
Credits
CPE Credits
4 Credits: Communications & Marketing

Course Description

Today competitive (win-lose) negotiations are more common than ever before.  Few people have the time, the interest, and/or the skill level to actually work collaboratively (win-win).  While many people fear competitive negotiations, they actually require much less preparation than a collaborative approach. When using a competitive strategy, you only need to know your own needs, premeditate the tactics you will use, and anticipate the tactics of the other side. This dynamic and practical course teaches you:

  • How to recognize when competitive negotiations are appropriate
  • Rules of engagement for deploying a competitive strategy
  • How to protect yourself from the tactics being used by your competitive opponent
  • How to anticipate and address option concerns or push-backs from the other side
  • The role of trust and credibility when competing

The person with the best preparation and the most expansive set of tactics is the one most likely to succeed in a win-lose negotiation. Build your toolbox with the strategies presented in this course and you’ll see an improvement in your results.

Learning Objectives

Upon successful completion of this course, participants will be able to:

Section 1

  • Prepare for business negotiations by building an arsenal of different competitive negotiation tactics.
  • Recognize which tactics may be used by the other side in a negotiation in order to prepare counter-measures.

Section 2

  • Understand the advantages and disadvantages of using a team in the negotiation and, if used, prepare each member by providing training and practicing prior to the meeting.
  • Keep your emotions in check while deploying defensive, fortifying tactics during competitive negotiations.

Section 3

  • Successfully defend your positions in a competitive negotiation by using counter-tactics in response to attacks from the other side.
  • Address the concerns of the other side when engaging in competitive negotiations, in such a way that they feel satisfied with your effort to do so.

Section 4

  • Build and sustain credibility and trust during competitive negotiation.
  • Debrief and evaluate each competitive negotiation session in order to improve future performance and spot opportunities for a move to collaborative negotiations with the client.

Course Specifics

Course ID
6151132VID
Original Release Date
February 17, 2017
Revision Date
October 13, 2021
Prerequisites

There are no prerequisites.

Advanced Preparation

None

Compliance information

NASBA Provider Number: 103220

Course Instructor

George Lucas, PhD

George Lucas, PhD, has been a valued resource to organizations as a speaker, trainer, consultant, and coach for over 30 years. He’s the author and coauthor of several successful books, including The One Minute Negotiator: Simple Steps to Reach Better Agreements, a New York Times and Wall Street Journal international best seller he coauthored with Don Hutson (foreword by Ken Blanchard). This widely acclaimed, entertaining, and informative parable-style book has already been translated into over 20 languages. George held field sales positions with both American Hospital Supply Corporation and Pitney Bowes. He received his MBA and PhD in business administration from the University of Missouri, and …

George Lucas, PhD Read More »

Don Hutson Headshot
Don Hutson, CSP, CPAE

After becoming the most successful salesperson in a national training organization, Don Hutson, CSP, CPAE, established his own training firm and was soon in demand as a professional speaker. Don is a member of the prestigious Speakers Roundtable and was elected by his peers to the presidency of the National Speakers Association (NSA). He received the NSA’s coveted Cavett Award in 1986 and was also inducted into the NSA’s CPAE Speaker Hall of Fame. Don is the CEO of U.S. Learning, LLC, and the chairman of Executive Books. Don is the author or coauthor of 12 books, including best sellers The …

Don Hutson, CSP, CPAE Read More »

Competitive Negotiation Tactics: Your Strategic Toolbox

Format
CPE CREDITS
4 Credits: Communications & Marketing

$196.00

Icon_Self-Study
Self-Study
Icon_Level
Basic
Credits
CPE Credits
4 Credits: Communications & Marketing

Course Description

Today competitive (win-lose) negotiations are more common than ever before.  Few people have the time, the interest, and/or the skill level to actually work collaboratively (win-win).  While many people fear competitive negotiations, they actually require much less preparation than a collaborative approach. When using a competitive strategy, you only need to know your own needs, premeditate the tactics you will use, and anticipate the tactics of the other side. This dynamic and practical course teaches you:

  • How to recognize when competitive negotiations are appropriate
  • Rules of engagement for deploying a competitive strategy
  • How to protect yourself from the tactics being used by your competitive opponent
  • How to anticipate and address option concerns or push-backs from the other side
  • The role of trust and credibility when competing

The person with the best preparation and the most expansive set of tactics is the one most likely to succeed in a win-lose negotiation. Build your toolbox with the strategies presented in this course and you’ll see an improvement in your results.

Learning Objectives

Upon successful completion of this course, participants will be able to:

Section 1

  • Prepare for business negotiations by building an arsenal of different competitive negotiation tactics.
  • Recognize which tactics may be used by the other side in a negotiation in order to prepare counter-measures.

Section 2

  • Understand the advantages and disadvantages of using a team in the negotiation and, if used, prepare each member by providing training and practicing prior to the meeting.
  • Keep your emotions in check while deploying defensive, fortifying tactics during competitive negotiations.

Section 3

  • Successfully defend your positions in a competitive negotiation by using counter-tactics in response to attacks from the other side.
  • Address the concerns of the other side when engaging in competitive negotiations, in such a way that they feel satisfied with your effort to do so.

Section 4

  • Build and sustain credibility and trust during competitive negotiation.
  • Debrief and evaluate each competitive negotiation session in order to improve future performance and spot opportunities for a move to collaborative negotiations with the client.

Course Specifics

Course ID
6151132VID
Original Release Date
February 17, 2017
Revision Date
October 13, 2021
Prerequisites

There are no prerequisites.

Advanced Preparation

None

Compliance information

NASBA Provider Number: 103220

Course Instructor

George Lucas, PhD

George Lucas, PhD, has been a valued resource to organizations as a speaker, trainer, consultant, and coach for over 30 years. He’s the author and coauthor of several successful books, including The One Minute Negotiator: Simple Steps to Reach Better Agreements, a New York Times and Wall Street Journal international best seller he coauthored with Don Hutson (foreword by Ken Blanchard). This widely acclaimed, entertaining, and informative parable-style book has already been translated into over 20 languages. George held field sales positions with both American Hospital Supply Corporation and Pitney Bowes. He received his MBA and PhD in business administration from the University of Missouri, and …

George Lucas, PhD Read More »

Don Hutson Headshot
Don Hutson, CSP, CPAE

After becoming the most successful salesperson in a national training organization, Don Hutson, CSP, CPAE, established his own training firm and was soon in demand as a professional speaker. Don is a member of the prestigious Speakers Roundtable and was elected by his peers to the presidency of the National Speakers Association (NSA). He received the NSA’s coveted Cavett Award in 1986 and was also inducted into the NSA’s CPAE Speaker Hall of Fame. Don is the CEO of U.S. Learning, LLC, and the chairman of Executive Books. Don is the author or coauthor of 12 books, including best sellers The …

Don Hutson, CSP, CPAE Read More »

Competitive Negotiation Tactics: Your Strategic Toolbox

Format
CPE CREDITS
4 Credits: Communications & Marketing

$196.00