This workshop will use experiential learning techniques to allow
participants to identify, learn, and apply basic negotiation strategies and
skills in both one-on-one situations as well as in teams. The workshop is
constructed around multiple negotiation exercises including where
participants will negotiate single attributes, multiple attributes, and deal
with more complex situations where rewards are varied, outcome uncertainty
is greater, parties have unequal power, and increasing number of parties are
vying for scarce resources.
In this “hands-on” workshop, participants will discover how to analyze their
own interests (what they want to achieve) as well as those of others;
develop a position (what you tell the other party you want – not always the
same as your actual interest!); exchange information (and when to do so!);
make assessments and reach conclusions under time pressure; leverage their
personality to be a better negotiator; assess their own “power” and how to
use it most effectively; and avoid common pitfalls of negotiations.
After this workshop you will be able to:
- Analyze you own interests (what you want to achieve) as well as
those of others
- Develop a position (what you tell the other party you want - not
always the same as your actual interest!)
- Exchange information (and when to do so!)
- Make assessments and reach conclusions under time pressure
- Leverage your personality to be a better negotiator
- Avoid common pitfalls of negotiations
Dave Flory, CFPIM, CIRM
Dave holds a Masters in Business Administration from the
University of Maryland and Bachelor’s Degree in Business
Administration from the University of Delaware. He has 16 years of
experience in the manufacturing sector, working as a manufacturing
planner, buyer, commodity manager, trainer, supervisor,
manufacturing manager, and currently is a integrated product
development project champion at JLG Industries, a construction
equipment manufacturer. Dave has remained active with APICS as an
instructor for the Cumberland Valley chapter, teaching CPIM
certification review courses as well as the Fundamentals courses and
has also served as both a board member and board advisor. He is also
a facilitator of the APICS Train-the-Trainer and Learning Dynamics
for Instructors workshops.
