Understanding the Implications of the Win/win Concept

• Examining the ‘inner game’ of effective negotiation.
• Identifying the beliefs that are important in negotiating effectively.
• Reviewing your own beliefs: do you need to make changes?

Building Rapport

• Building a sense of trust and understanding

Sensory Acuity

• Interpreting underlying messages.
• Effective listening techniques.
• Explaining listening positions.
• Getting to grips with alternative questioning strategies.

Needs Definition

• Understanding what the other side really wants
• Positions vs. interests
• Power negotiation vs. needs based negotiation

Yes Sets

• Building a history of agreement into the meeting
• Overcoming resistance
• ‘Re-framing’
• Using metaphor
• How to avoid making premature concessions

Sending Positive Messages

• Putting your point of view across in a positive manner.
• Understanding the power of body language and voice quality.
• Being assertive.
• The broken record technique.

Planning the Negotiation

• Working through the planning process
• Specifying outcomes
• Building a database
• Analyzing the database and understanding where the power lies
• Building a settlement range
• Planning the negotiation
• Testing the plan

Conducting the Negotiation

• Obtaining vital information: agreeing outcomes and establishing the agenda
• Probing in order to develop understanding
• Making proposals and giving and receiving concessions
• Applying effective closing techniques
• Agreeing action, recording outcomes and monitoring the result.

Key Behaviors that Influence the Outcome

• Analyzing strengths and weaknesses by using negotiating skills assessment checklists
• Developing your key learning points

Breaking Deadlock

• Acquiring key techniques for overcoming obstacles to agreement
• Understanding the ‘chunk up’ and ‘chunk down’ strategy
• Applying the “negative consequences” technique using counter examples to diffuse objections and overcome barriers

Common Tactics

• Tips on responding effectively to popular but counterproductive negotiating tactics
• Understanding some of the more common negotiation ‘ploys’ and how to counter them
• Case Studies
• Developing a personal action plan