What negotiation services does Watershed Associates provide?
Negotiation workshops, speeches and consulting. Learn more about our offerings.

Can negotiation seminars or speeches address our particular business or industry?
Yes. We prepare by learning your industry, your demographic and business culture, and your group’s specific negotiation challenges. Then, through tailored case studies and extensive discussion with participants, your negotiation team learns how to negotiate better immediately.

How does Watershed Associates tailor a negotiation workshop?
We talk to you to learn your organization’s culture, business model, goals and obstacles to success.

	•	We conduct telephone interviews of folks you identify.
	•	We research your industry and company, as well as the demographic, culture and economy in which you operate and negotiate.
	•	We develop negotiation case studies and role plays just for you.
	•	We coach participants, and if you want more, we’ve even been known to assign homework.
	•	And unlike our competitors, we provide negotiation workshop participants with continuing advice on specific challenges.

What sets Watershed apart?
Experience. Tailored delivery. Advice service.

	•	First, we are experienced negotiators. Our experts know the negotiating process inside-out because they have practiced it in business for decades. Our real world negotiation experiences include:
		• international and domestic sales negotiations • intra-organizational negotiations • procurement negotiations • project management negotiations • day-to-day business transactions and agreements • community consensus building in the US and Middle East • healthcare negotiations
		Only skilled negotiators who have a talent for training and facilitating make it onto our team.
	•	Second, after extensive research of your business challenges, we tailor our negotiation workshops and speeches to address your needs, writing original case studies just for your negotiation workshop.
	•	Third, we provide continuing advice to negotiation workshop participants through email and telephone. And, we do it with speed, returning you to the negotiating table with a creative solution or sharpened negotiation strategy. Need Help Now?

Does Watershed Associates have a GSA contract for negotiation workshops and consulting?
Yes. We hold a GSA MOBIS contract, contract number GS-10F-0093P. This contract is available for use by all U.S. Government agencies, State governments, District of Columbia, Department of Defense and government affiliates.  Please email us and we will mail or email you Watershed's GSA MOBIS catalog for negotiation training and consulting.

What does "speaking" involve?
Speakers bureaus and meeting planners hire us to deliver keynote, general session, break-out and concurrent session negotiation speeches at industry and company-specific conferences. Our entertaining approach provides a winning combination of inspiration to actively negotiate, and take-away value to be better at negotiating tomorrow.

Who hires you?
Sales and purchasing managers, human resource and training professionals, operation professionals, conference planners, project and program managers, and strategic sourcing consultants are our most consistent customers for negotiation training. See our client list.

Are negotiating and dispute resolution the same thing?
No. Dispute resolution is a formalized process needed when the deal goes bad, usually because the parties failed to build a relationship as the underlying mission of the negotiation. At Watershed Associates, we emphasize using the negotiation process to build trust. The negotiation process is less formalized and depends on the caliber of a person's negotiation skills.  The relationship you create in the negotiation process and at the negotiating table will be replicated when post-agreement issues arise, helping you to eliminate the need for formal dispute resolution.

What adult learning techniques does Watershed Associates use?
Organizational development and training professionals consult with us to ensure that our negotiation workshop format and tools enhance learning with the integration of collaborative, active, affective, and facilitated learning principles.

	•	We engage participants about their real world challenges with group negotiation activities, case studies, role plays, exercises, and reflective time to discuss lessons learned.
	•	We de-brief you. Basic and customized negotiation case studies are extensively reviewed so participants learn from lecture, group practice and participatory analyses.
	•	The objectives are clearly stated at the start of the negotiation workshop and we pace our delivery to accomplish your goals.
	•	Our negotiator’s reference guide is easy to read, provides space for note taking and reflection, and is useful long after the negotiation workshop has ended.
	•	Handy work aids promote continuing practice in business negotiations, as well as in personal negotiations.

What will negotiation workshop participants learn?

	•	The impetus needed to overcome a natural reluctance to bargaining.
	•	The tools to negotiate (planning, tactics, and strategy).
	•	The value of creating enduring win-win relationships while finalizing agreements.
	•	The art of creative approach, from introductions to proposing winning negotiation solutions.

What are advanced negotiation seminars?
Skill building for the active practitioner. Topics include:

	•	Creativity and Innovation in Negotiating
	•	Dynamics of Team Negotiating
	•	EQ Strategies: Leading with Emotional Intelligence™
	•	Going Global: Cross-cultural Negotiations
	•	Life in the Projects: Going Beyond PERT, Gantt, and Critical Paths
	•	Negotiating with Customers and Suppliers You Can’t Afford to Lose
	•	Negotiating Across Multi-media: Phone, Fax and Email
	•	Negotiating with Difficult and Emotional People
	•	Negotiating with Single Source Suppliers

How does emotional intelligence fit in?
It’s an advanced negotiation subject. People resist negotiating in many cultures even after extensive negotiation skills training. Successful negotiators have high emotional intelligence, or EQ, that allows them to naturally build the relationships and trust so critical to business and personal success. High IQ gets you in the door; high EQ keeps the door open. Learn more about EQ workshops .

Are your fees negotiable?
Yes, everything’s negotiable. But don’t exhaust yourself negotiating everything.

	•	Negotiation workshops in North America are fixed price for up to 20 participants. The price includes our extensive preparation, customized case studies and role plays, work aids, and a comprehensive negotiator’s reference guide for each participant.
	•	International negotiation workshops are also fixed price and inclusive. Negotiation workshops in Asia and Australia carry an extra travel time fee.
	•	Negotiation workshop fees are negotiable for guarantees of multiple bookings and mutually beneficial engagements.
	•	Speech fees are based on location and audience composition. Multiple sessions at one conference are often discounted.
	•	Consulting fees are negotiated based on desired services and project scope.
	•	Travel is separate. We use unrestricted coach fare for North America and business class for international travel.
	•	Expenses are charged separately, and we’re happy to stay where you stay.
	•	A deposit of 50% of fee is required upon confirmation of date. Deposit is forfeited upon cancellation, unless rescheduled within three months.