effective negotiation

Everyday, everyone must negotiate to achieve their goals. From merging into traffic on the way to work or getting a colleague to help meet a deadline, we are always negotiating. By seeing all interpersonal transactions as negotiations and by learning the basics of negotiation and influence techniques, we can all greatly enhance our organizational effectiveness.

The Effective Negotiation: Beyond Win-Win! Training course will teach participants the secrets used by master negotiators to achieve their objectives while gaining new allies at the same time. This course will cover the different negotiation and conflict styles, how to get ready to negotiate, and the process of win-win or interest based negotiations. Participants will learn to deal with people who play games or use hardball tactics such as needing to get their manager's approval, walking away from negotiations, or blowing up to get their way. They will learn to handle difficult situations such as when they must negotiate from weakness or when negotiation erupts into conflict. In short, participants will learn all the strategies needed to move their counterpart into a negotiation and then move the outcome to a win/win.

Upon completion of Effective Negotiation workshop, Participants will be able to:

  • Determine their own negotiation style and evaluate it for effectiveness
  • Understand when to negotiate and when to employ alternative strategies
  • Explore the three modes of negotiation
  • Move a negotiation toward a win-win or interest-based solution
  • Differentiate between "sales" and "ideas" negotiation and use each effectively and appropriately
  • Create a negotiation plan of preparedness
  • Use the seven-step process for negotiating successfully
  • Use perception as your ally when introducing new ideas
  • Negotiate successfully from weakness
  • Negotiate effectively in adversarial relationships
  • Handle situations that are complex or have political implications
  • Deal with those who refuse to negotiate
  • Reach agreement with a non-committed counterpart

COURSE AGENDA

  • Inventory: What is my style?
  • Negotiation styles of others
  • Control/power versus influence; when not to negotiate
  • Selling "ideas": When you're "selling", are they "buying"? How to make that happen
  • When do we negotiate?
  • Formal negotiations and their structure
  • Informal negotiating and influence situations
  • Description of a win/win
  • Determining what success should look like
  • Dispelling negotiation myths
  • Five negotiation outcomes explored
  • Engaging in interest-based negotiations
  • Partnering vs. one time deals
  • Setting up a pre-negotiation strategy that creates the win/win scenario
  • Planning a negotiation process to match other styles, interests and ideologies
  • Create an interest-based playing field
  • Using position power carefully
  • Enlarging the pie: Preparing for mutual goal setting
  • Seven steps of negotiation explored
  • Relationship or rapport building: The best one for each situation
  • True listening: To both what is said and meant
  • Interpreting counterparts
  • Creating an environment conducive to success
  • Negotiation with a "misfit team"; applying the process
  • Helping others become open and fair negotiators and dealing with non-negotiators
  • Questioning and dialoging
  • Negotiating from weakness
  • When and how to close
  • The power of follow through
  • Negotiation nuances in supervisor/employee relationships
  • Selecting the best options at critical moments
  • How and when to use concessions
  • Language to regain trust and momentum
  • When and how to play a trump card
  • Six unfair moves and how to derail them
  • Recognizing when "walk away" is the best option
  • Wrap-up
  • Q/A
  • Personal action planning

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