Negotiating
For Results
In the real world, negotiation is more that just trying to
get your needs met. To be truly effective you must take a
broader perspective. Participants learn through hands-on
exercises, what it takes at each stage of the negotiation
process to be truly effective. You need to know what you
bring to the table, to listen to what others need, and to
find creative ways of getting the needs of both parties
met. Participants learn ways of reaching common ground,
discovering where they have flexibility, and how to find
workable solutions.
Participants will focus on:
• A Specific Negotiations Process
Conflict is inevitable in negotiations. Learn to use
healthy conflict to increase productivity and creativity in
a specific step-by-step process.
• Understanding And Using Different Negotiations
Styles
We all approach negotiations differently. Learn to judge
your own style and how to appropriately adapt to other
styles.
• Negotiations Tips And Techniques
Discover a variety of proven negotiating tips and
techniques. We cover situations where you are merely trying
to influence someone, to dealing with the aggressive
tactics of someone else, to developing creative solutions.
• Building “Emotional Bank Accounts”
Recognizing how we continuously make “deposits”
and “withdrawals” can increase understanding.
Step-by-step, participants explore how to build a high
trust environment.
• Reaching Win-Win Agreements
Understanding the five dimensions of win-win agreements and
how to get there is the key to successful negotiations.
• Using Creative Problem-Solving Techniques
Explore ways of reaching “the third
alternative” and how to use other win-win tools.
• Practicing Hands-On Negotiation Using Real-Life
Problems
The best way to learn is to work through an actual
negotiation. The group practices using learned concepts and
techniques.