This course focuses on practical negotiating strategies and tactics to increase shop profits and build long-term, profitable relationships. This practitioner's approach enables you to immediately benefit from these strategies the first day back on the job. Additionally, the course includes discussion, hands-on activities and an assessment of your negotiating profile. Topics include:

• Different approaches to negotiating
• Integrative (win/win) strategy and tactics to build profitable, long-term relationships
• How to defend your business from profit-draining distributive (win/lose) hardball tactics
• Key negotiating principles that guarantee negotiating success

Approval Date: 07/97

AKZO Nobel 6 credits, 8 credits; 3-hour course, 4-hour course Specialty: