Workshop Format
The training is provided in workshop format,
where the attendees actively participate in the instruction
and facilitation of the program. With this format, the attendees
will learn as much, or more, from each other as they will
from our trainer.
This half-to-two day workshop begins with an
overview of key negotiating concepts and techniques. This
establishes a common knowledge base, leading to building of
more advanced skills. The focus is on both the most effective
and the most commonly used negotiation tactics and counter
tactics that are used in your industry.
Then, for the balance of the program, participants
break into small groups (four to six people) and role-play
their new skills.
No Choice Negotiation
Course Modules
Self-Evaluation
A quick quiz that dispels some preconceived notions and promotes
active discussions.
Some Truths About Negotiating
Distilled from our extensive research, these truths are elegantly
simple put ultimately powerful.
Negotiating Power
Knowing who has which of eleven types of negotiating power
will help you realize your own leverage and help you understand
your options when dealing with the other party.
Warm-Up Exercise
The sequence and amount in which you make concessions can
communicate future behavior. This exercise helps attendees
realize what they're saying by what they do.
Before You Negotiate
Thorough planning and preparation results in more effective
outcomes. A successful negotiator must prepare for each negotiation
by selecting positioning strategies and establishing parameters
for compromise - as well as anticipating the other partiesŐ
strategy.
Establish Business Objectives
Without first establishing clear objectives, negotiations
may end in confusion or loss. This introduces a process for
developing sound business objectives and making accurate assumptions
about the other parties' objectives.
Gather Information Knowledge is power.
This module takes the attendees through a "strategy grid"
to assist in planning negotiation strategies and tactics.
Plan Your Strategy and Tactics
The final preparation step is to establish (1) opening positions,
(2) bottom lines, and (3) the relative value of possible concessions.
Together, with the information from the preceding modules,
this will help develop an actionable negotiation plan.
Negotiation Tactics and Counter Tactics
The 12 most common and effective negotiation tactics and counter
tactics, with customized examples of their use, are presented
in this module.
Compromises
This module looks at the elements of a successful compromise
and how it can be achieved.
Gaining Commitments
This module teaches skillful questioning and listening techniques
for discovering the other parties' (1) negotiating objectives,
(2) opening positions, and (3) areas for potential compromise.
Reviewing Your Negotiations
Learn the value of reviewing each negotiation session by comparing
planned strategies and objectives with actual results. Understanding
what happened and why - and then using this knowledge to prepare
for the next negotiation session - is key to maintaining a
long-term relationship based on trust and credibility.
