Program Description:

In dealing with your customers and other stakeholders, you need to understand the fundamentals and complexities of negotiating. It doesn't stop there. You also negotiate with your subordinates and colleagues to get the job done, or with your top management for concessions or needed support. Many of the principles applicable in business negotiations apply to personal negotiations as well; and if you're behind in your skills it may be too late to realize that you have been.

This program will prepare you for major negotiations; keep the balance between asking for too much or settling for too little. It also helps develop the right skill-set for behaving in the negotiating table, discover how to avoid errors which can break the deal, identify, use and overcome negotiating tactics which crafty negotiators can use against you, and learn how to read and use body language to clarify exactly what the other party is trying to say or to hide.

Additionally, it will sharpen your skills in making counter-offers that have a higher chance of being accepted, as well as to overcome objections to your offers and counter-offers.

Methodology:

• Lectures
• Individual exercises
• Small group activities
• Practice sessions
• Role-plays and feedback

Workshop Outline:

Introduction

• Value of Negotiation
• Anatomy & Definition of Negotiation

Self-Assessment: What Type of Negotiator Are You?

• Behavior Modalities
• Negotiating for a Win-Win Outcome

Negotiating Steps

• Importance of Having a Mental Map of Your Progress
• Identifying & Prioritizing Tradables

Preparation

• Researching the Opponent
• Negotiation vs. Haggling
• The Tradables Approach

Investigating

• Structured Questioning Sequence

Stating Your Proposal

• Concept of Condition & Offer
• Assertive & Submissive Formats
• Using vagueness and specificity to your advantage

Responding to Proposals

• Power of Flinching
• Steps in Counter–proposing

Powerful Negotiating Gambits

Ending the Negotiation

• Summarizing
• Closing