Highlights
Considering the stakes for both sides works to your advantage
A win-win mindset can help you avoid tedious and time-consuming concessions
Objectives
- Ability to assess all relevant factors for a successful negotiation
- Enhanced capacity to negotiate with skill and assurance
Learning Tools
- Examination and discussion of case scenarios
- Role plays, simulations, improvisation
- Self-examination, peer/trainer feedback
- Filmed sessions for on-the-spot debriefing and later reference
Take-aways
- Appreciation for tactics that render a negotiation more - or less - beneficial
- Tools and checklist for future use
Prerequisite
Seminar Essentials
Preparing for negotiations
- Understanding who the participants are, what they represent, and the stakes at hand
- Finding and examining all the issues connected to each side's bargaining power
- Assimilating the right psychology
- Understanding how to establish rapport
“Positional bargaining” and how to avoid it
- Understanding the nature of taking positions and the stakes involved
- Avoiding time-consuming concessions that leave one or both sides frustrated
Setting the key criteria for any negotiation
- Achieving wise agreements and why they matter
- Aiming for efficiency while negotiating
- Maintaining good relations while preserving strength and self-image
- Preparing a BATNA—not only for you but also for the other party or parties