Negotiating For Success

Overview

In many organizations, there are employees and team members who do not know how to negotiate, or do not like negotiating because they feel uncomfortable in negotiating situations. Unfortunately, this ends up costing your company a lot of time, money and effort, because people do not know how to negotiate effectively. This program teaches people the tools and techniques to become an effective negotiator for your organization.

Objectives

  • To help people learn to change their mindset about negotiating in a business context

  • To gain new understanding about the benefits of negotiating

  • To gain a new awareness and understanding about how people feel about negotiating

  • To learn 20 specific negotiating tactics and how to overcome them

  • To understand the basic core components of negotiation preparation

  • To learn how to use a negotiating planning worksheet, and to understand what is negotiable.

Program Outline:

Opening Negotiating Exercise

In the opening exercise, we divide people into pairs and have them negotiate with a provided negotiating case study. At the end of the appointed time, we ask each group to report their results. Surprisingly, each team has dramatically different results. We then talk about why some groups had better results than others.

Negotiating self-analysis

Each participant completes a negotiating self-analysis which consists of 10 specific questions about negotiating. This assessment allows people in the program to get an idea as to where they are as a negotiator in terms of skill sets, knowledge and mindset before the program begins.

Myths about negotiation

In this part of the program, we talk about many of the societal myths that exist around the idea of negotiation: negotiating is rude, negotiating is pushy, or negotiating is not professional. The idea behind the discussion is to get people to think a little bit differently about negotiating.

Negotiating Tactics and Counter Tactics

When many people negotiate they don’t realize that savvy negotiators actually use negotiating tactics. The purpose of this part of the program is to get people to know what the tactics are, and how to develop counter tactics to offset them. We cover the 20 most common negotiating tactics, and teach exact and specific steps on how to feel more comfortable dealing with these tactics and overcoming them.

Negotiation Preparation

We believe that the people who are most successful in negotiating are those who are most prepared, and walk in knowing exactly what it is they are trying to achieve. In this segment, we cover topics such as gaining information on the account, understanding the competition, pricing, terms, conditions and expectations, and setting minimums and maximums in their negotiating plan.

Research Resources.

In this module, we talk about the amazing resources that are available to us today due to technology, and the easy availability of information. We cover such diverse topics as using the Internet, LinkedIn, internal resources, company websites and other tools in order to research before you negotiate.

Outcomes

In this part of the program we talk about analyzing the outcomes and having expectations about outcomes before you go to negotiate with another party, and how to define and plan criteria as it relates to the negotiating and what it is that you’re looking to achieve in terms of your outcomes. We also talk about which items are actually negotiable.

Negotiation Meeting Strategies

In the last section, we talk about how much of an impact the location of the meeting for negotiating can impact the outcome. We talk about the meeting location, the number of attendees, the time of day, the agenda and whether you want to negotiate on their turf, your turf or neutral turf.

Action Plans

We wrap up the session with asking each person to create a comprehensive action plan on how they are going to apply what they have learned.

Formats:

  • Option #1: Full day program

  • Option #2: (3) webinars

Please send me a message. I'd love to hear from you.

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