Optimizing Negotiation
Premise:
We often begin to negotiate for the wrong reasons and in circumstances
that either could have been avoided or resolved without negotiation.
Purpose:
This course will teach you how to avoid negotiation as well as how to prepare
for it, structure it and conduct yourself during the process, as well as
how to handle an impasse to formulate closing strategies.
Outcomes:
Participants will
- Be able to identify negotiations that are likely to be
unprofitable and therefore to be avoided
- Be able to negotiate from strength to strength
- Learn how to employ a proven negotiating preparation framework
- Learn how to leverage differences in perspective
- Be able to trade to a mutually acceptable solution
Learning:
- When negotiation is appropriate and inappropriate
- How to create Home-Runs and avoid Walk-Aways
- How to determine the key decision-makers in advance
- Preparation, Proposal, Trade-off, & Follow up models
- Negotiation tactics - structural and verbal
- Zones of Agreement and Disagreement; types of impasses
Participants: All members of the
organization involved in situations and decisions that often result in
negotiations
Format:
- Facilitator presentation and demonstration on new learning
- Individual and team-based workshops, case studies and tailored role
plays - optional videotaping
- Templates of specific action plans
- Individual, team and group facilitated feedback
Endorsement:
Pre-Requisites:
- Optimizing Communication and Optimizing Objection Resolution.
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