Negotiating to Win

Whether allocating resources for a complex project, funding a new organizational initiative, or establishing supply chains for new products and services, negotiation inevitably becomes the central activity. Yet most professionals lack a comprehensive understanding of negotiation structure, available techniques, and strategic approaches to positively influence outcomes. This hands-on seminar provides systematic guidance on effective negotiation. The negotiation process requires identifying the core problem, understanding the perspective of other parties, generating creative alternative solutions, and selecting approaches that benefit all involved parties. Successful negotiation recognizes that all parties require each other to accomplish their respective goals and focuses on systematic problem-solving to close the gap between what different parties need and want.

Who Should Attend:

This seminar is ideal for professionals responsible for negotiating optimal terms of agreements and contracts on behalf of their organizations and business units.

How You Will Benefit:

• Determine when negotiation is appropriate and when alternative approaches are preferable
• Develop comprehensive plans and effective strategies for approaching any negotiation
• Recognize which behaviors and approaches work at each negotiation phase
• Modify your communication style strategically to accomplish desired results
• Apply persuasion principles effectively to any negotiation scenario
• Negotiate successfully using face-to-face dialogue, telephone discussions, email communication, and other media

What Will Be Covered:

Understanding Negotiation Fundamentals:

• Learning fundamental negotiation concepts and theory
• Identifying what is negotiable in typical business situations and agreements
• Recognizing and comparing different approaches to negotiation

Mastering Negotiation Stages:

• Identifying the six critical stages of the negotiation process
• Applying appropriate behaviors and strategies in each negotiation stage
• Understanding influences that shape the negotiation process

Planning Your Negotiation Approach:

• Developing a comprehensive negotiation plan
• Calculating and establishing an effective settlement range
• Applying planning frameworks in realistic practice negotiations

Using Persuasion Effectively:

• Implementing the persuasion process within negotiation contexts
• Using frame and reframe techniques to understand another party's perspective
• Examining possible approaches when confrontation or disagreement emerges
• Applying listening skills strategically within the negotiation process

Mastering Communication Dynamics:

• Understanding the four dimensions of DISC behavior styles and communication tendencies
• Analyzing dual style characteristics and their negotiation impact
• Adapting your communication style to maximize negotiation results
• Recognizing why negotiations become derailed and applying preventative techniques

Crafting Your Negotiation Strategy:

• Planning a strategy tailored to your specific negotiation situation
• Describing the process of identifying negotiable problems and issues
• Identifying appropriate steps and communication methods for your negotiation
• Creating and applying a strategy in realistic business negotiation simulations

Implementing Your Action Plan:

• Applying course learning to plan negotiations relevant to your role and situation