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BETTER NEGOTIATION

  • Find out what makes people say “yes”

  • Identify the variable that has the highest correlation to “winning” negotiations

  • Learn to plan for negotiations effectively

  • Avoid the cost trap and the satisfaction trap

  • Create win/win (more/more) opportunities

  • Learn to increase your bargaining power

Better negotiations lead to higher profits. Human interaction and persuasion are among the most important skills affecting your success in business today. These skills are particularly vital during formal and informal negotiations. This seminar will help you improve and sharpen the skills necessary to be a successful negotiator. You will develop the ability to change your negotiation style based on an understanding of persuasion, clear thinking, and logical planning. You also will learn to identify factors that significantly impact negotiation through a series of discussions and group exercises. This seminar combines research and actual case studies to facilitate significant and permanent improvements in your negotiation planning and execution.

SEMINAR OUTLINE

   

I.    BACKGROUND: RECONSIDERING CONFLICT AND NEGOTIATION
      A. Questioning the traditional view of negotiation
      B. Changing your negotiation strategy, approach, and attitude
      C. Avoiding counterproductive conflicts and confrontations

II. EVALUATING YOUR INTERESTS AND ASPIRATIONS
      A. Clarify your goals and priorities
      B. The power of “No”
      C. Research on aspiration levels
           1. Advantages of high aspirations
           2. Factors restraining high aspirations
           3. Avoiding the “Power Trap”
      D. Develop your BATNA (Best Alternative to Negotiated Agreement)
      E. Gain power by uncovering their BATNA

III. CONNECT WITH YOUR COUNTERPARTS: DEVELOP/MAINTAIN AN                INFLUENTIAL RELATIONSHIP
      A. Develop a realistic Win/Win approach to problem solving
          1. Managing their self-interest
          2. Identify win/win opportunities
          3. Foster a win/win attitude in your counterpart
          4. Make the pie bigger—before slicing it up

IV. DEVELOPING AND EXECUTING A SYSTEMATIC METHOD FOR                        PLANNING YOUR NEGOTIATIONS
      A. Effectively communicate your messages
      B. Keep your eyes on the prize
      C. Evaluating your level of satisfaction in your negotiation results
      D. Value focus vs. cost focus
      E. Managing the concession process
          1. Understanding the nature of the concession process
          2. Develop a concession plan
          3. Keys to executing your concession plan
      F. Managing information creatively and thoroughly
          1. Create “reality testing questions”
          2. Identify opportunities in their measurement system
     G. Evaluating and building bargaining power
          1. You always have more power than you think you do
          2. Sources and uses of power

V. CONCLUSION: CAPSTONE EXERCISE AND FORMAL GROUP                           DISCUSSION

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