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Best Negotiating Practices®:
Building Relationships & Trust™
Syllabus and Topics Tailored to Your Requirements
Below are the various topics that can be included in the
Best Negotiating Practices workshop or seminar. The standard workshop involves a combination of interactive lectures, generic exercises, and tailored role-plays. Attendees frequently participate in role-plays where bargaining techniques, creativity, and interpersonal communication skills are required to arrive at a successful solution.
The interactive lecture stresses the rules (tactics) and process (planning and strategy) of negotiating and covers the following subject areas based on your organization's particular needs.
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Special Interests/Subjects
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The Basics
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Negotiating with clients and suppliers you can’t afford to lose
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Intercultural negotiations
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Negotiating from a position of strength
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Negotiating from a position of weakness
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Negotiating sole source contracts
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Elegant ways to say "no"
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Gracious ways to buy time to think
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Dealing with intimidation and difficult people
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Negotiating over the telephone
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Negotiating through email
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The role of trust and relationships in negotiations
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What is negotiable
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The many faces of a negotiation
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What makes a good negotiator
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Solving the other party’s problem with creativity
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Why some people avoid negotiating
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Special advice for Americans in
negotiating abroad
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Understanding your negotiating style and ability
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Understanding the other party’s negotiating style & ability
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The Many Approaches to Negotiating
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Characteristics of an Effective Negotiator
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Win-Win vs. Win-Lose (Competitive)
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Lose-Lose (Avoidance)
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Lose-Win (Accommodation)
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Win (Indifference)
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Win-Lose/Lose-Win (Compromise)
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Lose (The dark side)
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Win-Win or No Deal (Collaboration)
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Which approach do you use
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Information/fact oriented
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Reasonable
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Flexible
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Team builder
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Objective and understanding
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Goal and time-oriented
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Principled-centered
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Empowered
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Beginning Negotiations
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The Many Skills of the Negotiator
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Creating rapport
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Location: At home or away
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Seating and other physical arrangements
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Introducing your team
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The agenda
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Opening positions
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Looking for value
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Listening
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Questioning
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Body language
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Presentation
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Reducing tension
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Probing
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Creativity and innovation
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Intra-organizational Challenges
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Inter-organizational Challenges
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Speaking with one voice
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Functional disputes
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Expectations
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Management involvement
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Agreements with internal and external team members
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Discipline
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Market position: weaknesses & strengths
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Intelligence
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Red flags
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Relationships: past, present, potential
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Ethics in Win-Win Negotiations
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Influencing the Other Party
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What is ethical
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Overstating fact
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Lying
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Bluffing
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Over disclosing
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Withdrawing concessions
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Recognizing unethical tactics of other party
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Edu-Sell® techniques
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Selling ideas and yourself
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Educating
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Getting investment
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Managing Concessions
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Recognize common concession patterns
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How and when to make concessions
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Avoid making unnecessary concessions
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Get what you want, while giving them what they need
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Send the correct message with your concession pattern
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Common
Negotiation Tactics: When to Use Them and How to Defend Against Them |
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Deadlines
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Hypotheticals
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Cherry picking
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Escalation
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Fait accompli
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Is it Really Non-negotiable
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Emotional outbursts
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Classic good cop/bad cop
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End runs
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The probe, crunching, wincing & flinching
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Limited authority
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Lowballing and buying in
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Legitimacy & objective criteria
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Walkouts and other extreme tactics
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Patience
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Intimidation
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Buying time to think
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Nibbling
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Personal attacks
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Ultimatums
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Bottom line/best offers/best price
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How to Prepare
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Should you be negotiating?
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Should you be negotiating?
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Establishing your negotiating opportunity
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Sorting out your concession pattern
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Developing your contingency plan
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Choosing and preparing your team
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What role will you play
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Discovering the other side’s interest, position and strategy
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What are the hidden agendas
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Identifying your strengths & weaknesses
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Building the fact base
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