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Comprehensive Negotiating Strategies®: Communication Essentials
Engineers and Technical Professionals for Engineers
PD575 PD692
This course is specifically designed for engineers and technical This course focuses on building a toolbox of essential communi-
professionals who handle, deal with and/or negotiate contracts, terms, cation skills for engineers and technical professionals. Participants
timelines, deadlines, quality issues, specifications, materials, personnel, use practice tools like pulling, rather than pushing, others to get
licensing agreements, schedules, structural and design related issues, agreement, how to listen effectively, how to give a straight mes-
project management issues, freight and shipping, customer relations, sage to a fellow employee, and how to manage personal criticism.
procurement, operations, equipment, international agreements, cultural, Understanding the need for and developing the skills to get along
political, IT and/or environmental issues and more. with others more effectively and improve teamwork is critical to
achieving organizational goals and increasing work productivity.
CNS E&TP uses a unique analytical approach to negotiation that is based This program also covers how to identify and deal with di cult
on the Comprehensive Negotiation Continuum™. This is a proprietary people and situations.
tool that allows participants to ascertain and respond to virtually any
M A N AG I N G PE O PLE Public Courses negotiation challenge quickly, as it has been designed and developed You Will Learn To
to be effective in today s complex competitive global environment. One
recent ASME participant of the program described CNS this way: “Great • Develop a toolbox of communication skills
examples and interaction, especially relating negotiation to math and to • Employ communication skills needed to enhance teamwork
science.” • Practice and enhance listening skills to get work done through
By focusing on the CNS framework and CNS Continuum, participants others
learn how to integrate their existing knowledge and experience together • Recognize one’s personal and professional interfacing style
with those updated strategies, tactics, and techniques included in the • Turn personal criticism into productive feedback
workshop to limit their risks, expand their opportunities, and create • Combine a variety of communication skills to achieve
professional-, industry- and business sector-specific strategies consistent
with each participant s unique goals and objectives. interpersonal goals
• Apply self-management skills to maintain personal energy and
Each participant will receive a copy of the book, Beyond Negotiating:
In uence Rapport Results, written by the instructor; a copy of the book, motivation
ROADMAP to Success, written by Derrick Chevalier, Dr. Steven Covey and
Dr. Ken Blanchard; as well as a course workbook. Who Should A end
You Will Learn To Professional engineers who want to improve their interpersonal
• Describe the CNS Six Tenets of Negotiation communication in the workplace
• Explain how to use The CNS Continuum®
• Identify negotiation techniques and explain how to apply them Instructor Gary Dichtenberg 0
• Conduct a survey of tactics, techniques and theory 2 Days, 1.5 CEUs, 15 PDHs
• Explain how to use Competitive Intelligence Member 1,4 0 List Price 1,
Who Should A end
Engineers, technical professionals, scientists, project managers,
business development professionals, IT professionals, financial executives
and business managers from technology-driven corporations
Instructor Derrick Chevalier 0
2 Days, 1.5 CEUs, 15 PDHs
Member 1,4 0 List Price 1,
See pages 90–95 for dates and locations of ASME Public Courses
delivered in the USA during Spring 2017.
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