# Watershed Associates
> Watershed Associates is a professional negotiation training firm. We help Fortune 500 companies, Global 1000 corporations, government agencies, and nonprofits negotiate better deals and develop expert negotiators. Our proprietary Best Negotiating Practices (BNPs) framework -- 30+ years of field research across 40+ countries.

## What We Do
- Corporate negotiation training (live in-person, virtual, blended)
- Custom workshops for procurement, sales, operations, leadership teams
- Train-the-trainer programs for internal facilitators
- Negotiation keynotes and conference presentations
- One-on-one negotiation coaching and advisory

## Our Methodology: Best Negotiating Practices (BNPs)
60+ specific, field-tested negotiating behaviors in three domains:
1. Relationship & Trust: Empathy as strategy, cross-cultural awareness, body language, credibility building.
2. Information & Preparation: BATNA mastery, target vs. walkaway, probing questions, team negotiation roles.
3. Tactics & Influence: Strategic concessions, anchoring, psychological drivers of fairness, tools of influence.

## Programs
- [Framework for Negotiations](https://www.watershedassociates.com/framework-for-negotiations/): Flagship BNP program. All levels. Live or virtual.
- [The Persuasion Playbook](https://www.watershedassociates.com/the-persuasion-playbook/): Ethical influence and communication mastery.
- [Advanced Negotiations](https://www.watershedassociates.com/advanced-negotiations/): High-stakes strategies for experienced negotiators.
- [Watershed 365+](https://www.watershedassociates.com/watershed-365/): Year-round development via microlearning and coaching.

## Learning Center
Free articles: https://www.watershedassociates.com/learning-center/
- [A Go/No-Go Decision Time](https://www.watershedassociates.com/learning-center/a-go-no-go-decision-time/)
- [Anchoring](https://www.watershedassociates.com/learning-center/anchoring/)
- [Apologies](https://www.watershedassociates.com/learning-center/apologies/)
- [Appreciation](https://www.watershedassociates.com/learning-center/appreciation/)
- [Are Good Negotiators Born or Made?](https://www.watershedassociates.com/learning-center/are-good-negotiators-born-or-made/)
- [Bargain: Stage 3](https://www.watershedassociates.com/learning-center/bargain-stage-3/)
- [BATNA: Best Alternative to a Negotiated Agreement](https://www.watershedassociates.com/learning-center/batna-best-alternative-to-a-negotiated-agreement/)
- [Best Negotiating Practices Applied Across Cultures](https://www.watershedassociates.com/learning-center/best-negotiating-practices-applied-across-cultures/)
- [Best Negotiating Practices for all 5 Stages](https://www.watershedassociates.com/learning-center/best-negotiating-practices-for-all-5-stages/)
- [Beware of your Assumptions](https://www.watershedassociates.com/learning-center/beware-your-assumptions/)
- [Bluffing](https://www.watershedassociates.com/learning-center/bluffing/)
- [BNP 3: Listen Loudly](https://www.watershedassociates.com/learning-center/bnp-3-listen-loudly/)
- [BNP 5: Managing Emotions as You Negotiate](https://www.watershedassociates.com/learning-center/bnp-5-managing-emotions-as-you-negotiate/)
- [Body Language and other Nonverbal Cues Across Cultures](https://www.watershedassociates.com/learning-center/body-language-and-other-nonverbal-cues-across-cultures/)
- [Build Rapport](https://www.watershedassociates.com/learning-center/build-rapport/)
- [Challenge First Offers](https://www.watershedassociates.com/learning-center/challenge-first-offers/)
- [Collaborative Negotiation is an Attitude](https://www.watershedassociates.com/learning-center/collaborative-negotiation-is-an-attitude/)
- [Commitment Varies Across Cultures](https://www.watershedassociates.com/learning-center/commitment-varies-across-cultures/)
- [Conclude: Stage 4](https://www.watershedassociates.com/learning-center/conclude-stage-4/)
- [Country List of Cultural Characteristics](https://www.watershedassociates.com/learning-center/country-list-cultural-characteristics/)
- [Crunch Tip Sheet](https://www.watershedassociates.com/learning-center/crunch-tip-sheet/)
- [Crunching](https://www.watershedassociates.com/learning-center/crunching/)
- [Deadlines](https://www.watershedassociates.com/learning-center/deadlines/)
- [Demonstrate Fairness](https://www.watershedassociates.com/learning-center/demonstrate-fairness/)
- [Develop a Joint Agenda](https://www.watershedassociates.com/learning-center/develop-a-joint-agenda/)
- [Direct Communication vs. Indirect Communication](https://www.watershedassociates.com/learning-center/direct-communication-vs-indirect-communication/)
- [Dominate Stress During Negotiations](https://www.watershedassociates.com/learning-center/dominate-stress-during-negotiations/)
- [End-runs](https://www.watershedassociates.com/learning-center/end-runs/)
- [Everything is negotiable](https://www.watershedassociates.com/learning-center/everything-is-negotiable/)
- [Execute: Stage 5](https://www.watershedassociates.com/learning-center/execute-stage-5/)
- [Expressive vs. Reserved Style](https://www.watershedassociates.com/learning-center/expressive-vs-reserved-style/)
- [Fill in the Knowledge Gaps](https://www.watershedassociates.com/learning-center/fill-in-the-knowledge-gaps/)
- [Final Written Agreements](https://www.watershedassociates.com/learning-center/final-written-agreements/)
- [Four Critical Assessments](https://www.watershedassociates.com/learning-center/four-critical-assessments/)
- [Gaining Commitment](https://www.watershedassociates.com/learning-center/gaining-commitment/)
- [Good Cop/Bad Cop](https://www.watershedassociates.com/learning-center/good-cop-bad-cop/)
- [Handling Objections: When They say “No”](https://www.watershedassociates.com/learning-center/handling-objections-when-they-say-no/)
- [Hollywooding](https://www.watershedassociates.com/learning-center/hollywooding/)
- [How to Prepare](https://www.watershedassociates.com/learning-center/how-to-prepare/)
- [How to Start Building Rapport](https://www.watershedassociates.com/learning-center/how-to-start-building-rapport/)
- [Impasse](https://www.watershedassociates.com/learning-center/impasse/)
- [Information Exchange: Stage 2](https://www.watershedassociates.com/learning-center/information-exchange-stage-2/)
- [Initial Points to Consider in Preparation](https://www.watershedassociates.com/learning-center/initial-points-to-consider-in-preparation/)
- [Insights of a US American Negotiator on Fairness at the Bargaining Table](https://www.watershedassociates.com/learning-center/insights-of-a-us-american-negotiator-on-fairness-at-the-bargaining-table/)
- [Interests versus Positions](https://www.watershedassociates.com/learning-center/interests-versus-positions/)
- [Introduction to Negotiating Tactics](https://www.watershedassociates.com/learning-center/introduction-to-negotiating-tactics/)
- [Learn Their Interests](https://www.watershedassociates.com/learning-center/learn-their-interests/)
- [Lessons Learned](https://www.watershedassociates.com/learning-center/lessons-learned/)
- [Limited Authority](https://www.watershedassociates.com/learning-center/limited-authority/)
- [Making and Managing Concessions](https://www.watershedassociates.com/learning-center/making-and-managing-concessions/)
- [Monitoring of Performance](https://www.watershedassociates.com/learning-center/monitoring-of-performance/)
- [Negotiating Before, During or After Meals in Cross Cultural Settings](https://www.watershedassociates.com/learning-center/negotiating-before-during-or-after-meals-in-cross-cultural-settings/)
- [Negotiating in a Foreign Language](https://www.watershedassociates.com/learning-center/negotiating-in-a-foreign-language/)
- [Negotiating in Teams](https://www.watershedassociates.com/learning-center/negotiating-in-teams/)
- [Negotiating Over Email](https://www.watershedassociates.com/learning-center/negotiating-over-email/)
- [Negotiating The Best Deal On A New Car](https://www.watershedassociates.com/learning-center/negotiating-the-best-deal-on-a-new-car/)
- [Negotiating via Zoom or Teams](https://www.watershedassociates.com/learning-center/negotiating-via-zoom-or-teams/)
- [Negotiation Preparation](https://www.watershedassociates.com/learning-center/negotiation-preparation/)
- [Negotiation Safe Skills for Bargaining Across Cultures](https://www.watershedassociates.com/learning-center/negotiation-safe-skills-for-bargaining-across-cultures/)
- [Negotiation Stages Introduction](https://www.watershedassociates.com/learning-center/negotiation-stages-introduction/)
- [Nibble](https://www.watershedassociates.com/learning-center/nibble/)
- [Offers and Proposals](https://www.watershedassociates.com/learning-center/offers-and-proposals/)
- [Opening Proposals](https://www.watershedassociates.com/learning-center/opening-proposals/)
- [Preparation Quick Checklist](https://www.watershedassociates.com/learning-center/preparation-quick-checklist/)
- [Probe Challenges](https://www.watershedassociates.com/learning-center/probe-challenges/)
- [Probe Starters](https://www.watershedassociates.com/learning-center/probe-starters/)
- [Probing in Bargain Stage](https://www.watershedassociates.com/learning-center/probing-in-bargain-stage/)
- [Probing in Exchange Stage](https://www.watershedassociates.com/learning-center/probing-in-exchange-stage/)
- [Problem Solving with Creativity](https://www.watershedassociates.com/learning-center/problem-solving-with-creativity/)
- [Psychological Drivers that Make Demonstrating Fairness So Powerful](https://www.watershedassociates.com/learning-center/psychological-drivers-that-make-demonstrating-fairness-so-powerful/)
- [Recognizing and  Defending Against the Crunch](https://www.watershedassociates.com/learning-center/recognizing-and-defending-against-the-crunch/)
- [Recommended Reading on Negotiations](https://www.watershedassociates.com/learning-center/recommended-reading-on-negotiations/)
- [Red Herring](https://www.watershedassociates.com/learning-center/red-herring/)
- [Renegotiations](https://www.watershedassociates.com/learning-center/renegotiations/)
- [Research](https://www.watershedassociates.com/learning-center/research/)
- [Results of Effective Probing and Crunching](https://www.watershedassociates.com/learning-center/results-of-effective-probing-and-crunching/)
- [Say “Yes, if…” (and Know When to Say “No”)](https://www.watershedassociates.com/learning-center/never-say-no-or-yes-say-yes-if/)
- [Set the Stage](https://www.watershedassociates.com/learning-center/set-the-stage/)
- [Summarize Negotiations](https://www.watershedassociates.com/learning-center/summarize-negotiations/)
- [Surprise Attack](https://www.watershedassociates.com/learning-center/surprise-attack/)
- [Tactics across cultures: Crunch and Nibble](https://www.watershedassociates.com/learning-center/tactics-across-cultures-crunch-and-nibble/)
- [Task Orientation vs. Relationship Orientation](https://www.watershedassociates.com/learning-center/task-orientation-vs-relationship-orientation/)
- [The Art of the 100/100 Deal for Airports](https://www.watershedassociates.com/learning-center/the-art-of-the-100-100-deal-for-airports/)
- [The Negotiating Envelope](https://www.watershedassociates.com/learning-center/the-negotiating-envelope/)
- [Time and Patience in Negotiations](https://www.watershedassociates.com/learning-center/time-and-patience-in-negotiations/)
- [Tools of Influence](https://www.watershedassociates.com/learning-center/tools-of-influence/)
- [Ultimatums](https://www.watershedassociates.com/learning-center/ultimatums/)
- [Urgent vs. Relaxed](https://www.watershedassociates.com/learning-center/urgent-vs-relaxed/)
- [What Can Obstruct Performance](https://www.watershedassociates.com/learning-center/what-can-obstruct-performance/)
- [What Negotiating Strategy to Use?](https://www.watershedassociates.com/learning-center/what-negotiating-strategy-to-use/)
- [Who Opens First in Negotiations?](https://www.watershedassociates.com/learning-center/who-opens-first-in-negotiations/)
- [Why Not Negotiate?](https://www.watershedassociates.com/learning-center/why-not-negotiate/)
- [Women Negotiating in a Gender Biased Situation](https://www.watershedassociates.com/learning-center/women-negotiating-in-a-gender-biased-situation/)

## Team
- Steve Wiesner -- President & Lead Trainer. 30+ years. Complex commercial and cross-cultural negotiations.
- Eileen TanPiengco -- Senior Facilitator & Cultural Strategist. Cross-cultural negotiation, gender dynamics.
- Kim Gowing -- Facilitator & Content Strategist. Communication, content development, virtual facilitation.

## Clients
Financial services, pharma, tech, energy, defense, NGOs, government. North America, Europe, Asia-Pacific, Middle East, Latin America.

## Resources
- [Best Negotiating Practices](https://www.watershedassociates.com/best-negotiating-practices/)
- [Negotiation Glossary](https://www.watershedassociates.com/negotiation-glossary/): BATNA, ZOPA, anchoring, 60+ terms.
- [About](https://www.watershedassociates.com/about/) | [Contact](https://www.watershedassociates.com/contact/)
- [Sitemap](https://www.watershedassociates.com/sitemap_index.xml)