Negotiating to Win

Whether it’s allocating resources for a project, funding a new initiative or establishing a supply chain for a new product or service, negotiation is inevitably at the heart of the process. But few people understand the structure, techniques and approaches available to them as they seek to positively influence an outcome. This hands-on seminar gives you a step-by-step guide to effective negotiation. You must identify the problem, understand it from the other’s perspective, generate alternative solutions and select a solution that benefits both sides. All parties need each other to achieve their goals. Negotiation focuses on solving the problem and closing the gap between what both parties want.

• Know when—and when not—to negotiate
• Develop an effective plan and strategy for any negotiation
• Know what behavior to adapt at each stage of the negotiation
• Adjust your communication style to achieve desired results
• Successfully apply the principles of persuasion to any negotiation situation
• Effectively negotiate face-to-face, on the phone or through e-mail and other media

• The basic concepts of negotiation
• What is negotiable in typical business situations
• Identify approaches to negotiation

Negotiation Stages

• Identify the six stages of negotiation
• Use appropriate behaviors in each of the stages
• Define the influences on the negotiation process

Planning Your Negotiation

• Plan a negotiation
• Determine a settlement range
• Apply the planning framework in practice negotiation

Persuasion

• Apply the persuasion process
• Use the frame/reframe process to understand the other party
• Examine possible approaches to use when there is confrontation
• Use listening skills in the negotiation process

Communication

• Explain the four dimensions of DISC and the style tendencies of each
• Describe the characteristics of dual styles and their impact on negotiations
• Describe how to adapt style to maximize the results of negotiations
• Identify why negotiations become derailed and how to avoid negotiation traps

Crafting a Strategy for Your Negotiation

• Plan a strategy to apply your negotiations
• Describe the process of identifying a problem or issue for negotiation
• Identify steps and techniques for choosing appropriate communication methods
• Create and apply a strategy for a business negotiation simulation

Action Plan

• Apply what you’ve learned to plan a negotiation for back on the job

Learning Objectives

• Identify What Is Negotiable in Typical Business Situations
• Apply the Six Stages of Negotiation
• Apply the Principles of Persuasion to a Negotiation
• Identify Ways to Adjust Communication Styles to Achieve Agreement
• Craft a Negotiation Strategy for a Business Negotiation

What Is Negotiation?

• Define the Basic Concepts of Negotiation
• Define What Is Negotiable in Typical Business Situations
• Identify Approaches to Negotiation

Negotiation Strategies

• Identify the Six Stages of a Negotiation
• Use Appropriate Behaviors in Each of the Stages
• Define the Influences on the Negotiation Process
• Explain the Four Dimensions of DiSC® and the Style Tendencies of Each

Planning Your Negotiation

• Plan a Negotiation
• Determine a Settlement Range
• Apply the Planning Framework in a Practice Negotiation

Persuasion

• Apply the Persuasion Process
• Use the Frame/Reframe Process to Understand the Other Party
• Use Listening Skills in the Negotiation Process
• Describe the Characteristics of the DiSC® Styles and Their Impact on Negotiations
• Describe How to Adapt Style to Maximize the Results of Negotiations
• Identify Why Negotiations Fail

Crafting a Strategy for Your Negotiation

• Plan a Strategy to Apply to Your Negotiations
• Describe the Process of Identifying a Problem or Issue for Negotiation
• Craft and Apply a Strategy for a Business Negotiation Simulation