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TRAINING PROGRAMS
As the economy tightens, it's essential to sharpen
your negotiation skills to give your business the edge
needed to not only profit but survive.
 In-House
Programs
Click on any title below for more information.
NEGOTIATE TO WIN®
INFLUENCE TO WIN™ (NEW!)
Train-the-Trainer
Programs
Advanced
Negotiate to Win
International
Negotiate to Win
(We offer a comprehensive
program or programs for specific regions,
nations and cultures. Please specify your
areas of interest.)
Negotiate
to Win for Salespeople
Negotiate
to Win for Purchasing Professionals
Negotiate
to Win for Information Systems Professionals
Negotiate
to Win for Women
Negotiate
to Win for Labor Relations Professionals
Negotiate
to Win for Legal Professionals
The
Conflict Resolution Workshop™
Refresher
Programs
Custom-Designed
Programs
Workshops, Seminars and Retreats
Delivery Modes and Formats
Common
Ground's training programs are presented as in-house, client-sponsored programs, either
tailored from one of our existing courses or custom designed. Sessions
are offered on-site (face-to-face, at an office
or hotel). They are arranged by, and conducted for, individual
clients and are shaped by the clients' requested content, session
length, and group-size requirements. To meet your requirements,
we can either tailor a current Common Ground program or
develop a new one based on your needs. In the future we plan to offer real-time webclasses (live,
interactive sessions with some or all attendees participating via
computer) and on-demand webclasses (prerecorded
sessions delivered via streaming video to anyone, anywhere, any
time).
Training Methodology
Engaging,
intense, active, interesting, fun—these are Common Ground's standards
for content and delivery. Our programs are performance enhancement
experiences that unfold in a "high- immersion" training environment
of multimedia, lecture, group discussion, case studies, diagnostic
tests, and other interactive techniques. While
no two Common Ground programs are alike, a representative time allocation
is 25% didactic, 25% facilitated problem solving, 40% experiential
case study simulation, and 10% takeaway review and summary. Participants regularly
put what they've learned to the test in challenging, skill-building
case study simulations. They don't just learn the material, they
experience it. The result is practical, hard-hitting training that
produces immediate, measurable improvement in attendees' skills.
Tailoring
to Meet Your Needs
Many
firms promise tailored programs but deliver the same old canned
presentations. Common Ground is different. We extensively customize
every program we present. We work with you to ensure that your program
specifically addresses your organization's priorities and concerns,
and complements your philosophy, strategy, products, procedures
and existing training programs. We interview your people and (confidentially,
of course) we learn your business—who you are, what you do, how
you do it, what your corporate culture is, where your industry stands
and where you stand in your industry, what your short- and long-term
objectives are, and what issues, problems and circumstances affect
your target audience. With this information, we prepare a unique
training event for you.
Tailored
case studies—lifelike scenarios that students can instantly relate
to—are the best way to clarify, validate and reinforce classroom
concepts, and make them immediately transferable to the workplace.
Common Ground is unsurpassed when it comes to the creation of unique,
client-specific exercises. At no additional charge, we work in partnership
with you to develop convincingly realistic scenarios that will excite
and inform your attendees.
On-Site
Requirements For In-House Workshops
Clients
provide the training facility, an LCD projector, a screen, a flip
chart and markers, and above all, enthusiastic attendees who sincerely
want to improve their negotiating skills! Optional
items such as sign-in sheets, evaluation forms, writing materials,
name cards and badges, and diplomas are supplied by clients.
Our
Guarantee Is Very Simple
Here's
how sure we are about the effectiveness of Common Ground training: We
guarantee that, within two weeks of the program, you'll recover
the cost of your in-house session through more effective negotiating.
If not, we'll refund your money.
Rave
Reviews!
We
get hundreds of completely unsolicited emails, notes, and letters
each year from attendees telling us how our programs have transformed
lives, careers, and relationships. The vast majority of students
who attend our programs give them the highest rating on the evaluation
form. Here, in their own words, is a small sample:
"WOW!
What a phenomenal program!"
-Account
Representative, Industrial Products Company
"Jim
brings a wealth of wisdom, experience, and integrity to his work.
He has helped me excel in my career and has had a significant impact
on my personal and professional development. Jim has my highest
recommendation."
-National
Sales Manager, Insurance, Pension, and Investment Company
"Negotiate
to Win provided the most usable information I've ever gotten in
a workshop of any kind."
-Procurement
Manager, Fortune 500 Company
"Jim:
You were a pivotal reason for the successful negotiation on the
[international treaty]. The groups could not have done it without
you. You should be incredibly proud. Hats off to you for your amazing
work and skill! We are lucky to have you as part of our .community!"
-Director,
Major Charitable Foundation
"I
should have taken this course years ago."
-CFO,
Major Defense Contractor
"Mr.
Thomas took the time to research our industry and our company. He
customized the training to our needs. The program far exceeded my
most optimistic expectations."
-Director
of Sales, Computer Hardware Manufacturer
"Jim's
energy and enthusiasm are simply incredible. You can't help but
learn."
-Senior
Lending Officer, Leading U.S. Bank
"[A
colleague] continues to rave about the talk you gave.which led to
his taking your seminar, which led to his substantially increasing
his income."
-Best
Selling Nonfiction Author
"Jim
Thomas was awesome—he is a former INF negotiator and also participated
in the START talks, so it was similar to watching Michael Jordan
play basketball."
-CFO,
National Mortgage Lender
"Jim
is quick-witted, humorous, and fun. His workshop is lively, informative,
and relevant."
-IT
Manager, Major Oil Company
"I
highly recommend this seminar to any businessperson who wants the
edge."
-Marketing
Representative, Fortune 500 Company
"
Negotiate to Win was excellent. It provided solid, practical knowledge
that we can truly use in our day-to-day selling. The feedback from
my team has been overwhelmingly positive. I would strongly suggest
this course for all field sales people. Mr. Thomas is an accomplished
instructor with a special way of sharing knowledge. He shows you
how to handle the stressful and complicated business of negotiating.
The knowledge is already in use... [A salesperson] got a full-truck
order from [a customer] yesterday (after they only wanted to share
trucks). Plus, [a salesperson] closed [a large customer] and negotiated
a full-truck order. We appreciate the opportunity to attend this
very useful course."
-Director
of Sales, Automotive Products Manufacturer
"Very
professionally presented ...[A]n amazing amount of useful information
in a very short time."
-Purchasing
Manager, Aerospace Manufacturer
"Your
training class was superb...The tools and action steps you provided
should enable everyone to improve their negotiating skills."
-National
Sales Manager, Major Consumer Products Company
"I
hope our customers don't take this training!"
-Marketing
Representative, INC 100 Company
"Jim's
wisdom and energy touched all of us. It was a uniquely beneficial
experience for everyone fortunate enough to be in the audience."
-Owner,
Real Estate Development Firm
"Jim:
Thanks again for a really enlightening class on Negotiating. People
in my office love [it]. There is absolutely no question.that your
techniques are already being employed in my world. Your class will
be HIGHLY recommended to my colleagues."
-Pharmaceutical
Sales Representative
"The
best seminar I've ever attended."
-Senior
Federal Government Manager
"Jim
gives you the tools you need and shows you how to use them."
-Finance
Director, Major Telecommunications Company
"Jim:
I ran into [a colleague] this morning and she was extremely delighted
with your session on last Wednesday and Thursday in San Antonio.
Speaking of results, I just bought a three year old [automobile]
from a dealer. After many trips to his manager, the salesman got
approval for the price we wanted. I whispered 'Thank you, Jim'."
-Training
Director, Industrial Supply Company
"I
was astonished at how quickly I found myself using the knowledge
conveyed so efficiently and effectively."
-Labor
Relations Attorney
"I've
already negotiated with her on two points and, next week, we're
negotiating with a client who disagrees with a past bill. [M]y business
partner was surprised that I INSISTED on doing the negotiation.[T]he
course was invaluable..."
-Co-owner,
Business Book Publishing House
"Even if you think you're a skilled negotiator—take this course!"
-National
Sales Manager, Consumer Products Company
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