Page 45 - 2016 NAmer Autumn TD

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 communication
professionals who handle, deal with and/or negotiate contracts, terms, skills for engineers and technical professionals. Participants use practice
timelines, deadlines, quality issues, specifications, materials, personnel, tools like pulling, rather than pushing, others to get agreement, how to
licensing agreements, schedules, structural and design related issues, listen effectively, how to give a straight message to a fellow employee,
project management issues, freight and shipping, customer relations, and how to manage personal criticism.
procurement, operations, equipment, international agreements, cultural, Understanding the need for and developing the skills to get along with
political, IT and/or environmental issues and more. others more effectively and improve teamwork is critical to achieving
organizational goals and increasing work productivity. This program also
CNS: E&TP uses a unique analytical approach to negotiation that
is based on the Comprehensive Negotiation Continuum™. This is a covers how to identify and deal with difficult people and situations.
proprietary tool that allows participants to ascertain and respond to You Will Learn To
virtually any negotiation challenge quickly, as it has been designed • Develop a toolbox of communication skills
and developed to be effective in today’s complex competitive global • Employ communication skills needed to enhance teamwork
environment. One recent ASME participant of the program described • Practice and enhance listening skills to get work done through others
CNS this way: “Great examples and interaction, especially relating • Recognize one’s personal and professional interfacing style
negotiation to math and to science.”
• Turn personal criticism into productive feedback
By focusing on the CNS framework and CNS Continuum, participants • Combine a variety of communication skills to achieve interpersonal
learn how to integrate their existing knowledge and experience together goals
with those updated strategies, tactics, and techniques included in the • Apply self-management skills to maintain personal energy and
workshop to limit their risks, expand their opportunities, and create motivation
professional-, industry- and business sector-specific strategies consistent
with each participant’s unique goals and objectives. Who Should Attend
Professional engineers who want to improve their interpersonal
Each participant will receive a copy of the book, Beyond Negotiating: communication in the workplace
Influence – Rapport – Results, written by the instructor; a copy of the MANAGING PEOPLE Public Courses
book, ROADMAP to Success, written by Derrick Chevalier, Dr. Steven Instructor Gary Dichtenberg
Covey and Dr. Ken Blanchard; as well as a course workbook. 2 Days, 1.5 CEUs, 15 PDHs
You Will Learn To Member $1,450 / List Price $1,550
• Describe the CNS Six Tenets of Negotiation
• Explain how to use The CNS Continuum®
• Identify negotiation techniques and explain how to apply them
• Conduct a survey of tactics, techniques and theory
• Explain how to use Competitive Intelligence
Who Should Attend
Engineers, technical professionals, scientists, project managers,
business development professionals, IT professionals, financial
executives and business managers from technology-driven corporations
Instructor Derrick Chevalier
2 Days, 1.5 CEUs, 15 PDHs
Member $1,450 / List Price $1,550

See pages 90–95 for dates and locations of ASME Public Courses
delivered in the USA during Autumn 2016.

Visit www.asme.org/shop/courses 43