The Neighbor’s Dog – Negotiation Skills for the Real World ™

“Help! My people are leaving money on the table when they negotiate.”

Professional

Workshop Purpose

Many leaders talk about win-win negotiation; few are skilled at it. This workshop reveals the blueprints for two critical negotiation processes: Positioning Negotiation and Issues Negotiation. Plus, this workshop enables leaders to sharpen their skills for obtaining one of five outcomes of any negotiation.

Workshop Outcomes

♦ Capitalize on the difference between a compromise and a concession; one is an outcome and one is a tactic.

♦ Leave less money on the table by knowing what it takes to endure the rounds of negotiation.

♦ Hone your skills by using a negotiation profile.

♦ Build your negotiation approach using three critical components: outcomes, strategy and tactics. Don’t fall in the trap of using low-level tactics passed on from urban legends.

♦ Know the difference between “win-win” and “defeat” and when to pursue each.

♦ Overcome five common body language signals that telegraph uncertainty and practice six signals to communicate your toughness.

♦ Use three concession ratios for moving the negotiation forward to your advantage.

♦ Win-win negotiation requires two things: know them and use them for maximum success.

Practical

Workshop Outline

  • Negotiation is a process, not an event.
  • Five outcomes of any negotiation: defeat, accommodate, withdraw, win-win and compromise.
  • Self assesment: Negotiating Style Profile.
  • Strategy one: Positiong negotiation.
  • Strategy two: Issues negotiation.
  • Negotiation style versus personality style – how to capitalize on your strengths from both.
  • Using creativity and other tactics for breaking deadlocks.
  • The Set Aside, “Higher Authority” and other common negotiation gambits.
  • Best practices for international negotiation.

On-Site Training | Professional Practical Proven

Proven

Our Approach

Using accelerated learning principles for teaching and engaging adults, our workshops rely upon interactive exercises, relevant business examples and participant involvement to reinforce application.

These workshops are tailored to the unique needs of the organization as well as to the participants. Workshops are available in 90 minute, half-day, full-day or two day formats depending upon identified needs.

 

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