Negotiating by Design

Help turn managers and professional employees into collaborative negotiators with this powerful program. This course shows participants how to prepare for negotiations, acquire the interpersonal skills needed to support the collaborative process, and achieve principled win-win agreements. Participants learn how to open and close negotiations effectively, find creative solutions to tough problems and work through differences. They also learn the skills and methods required to achieve positive outcomes in more sensitive internal negotiations between work groups, departments and divisions in which the relationship is as important as the subject of the negotiation.

Program Length: 2 days

Major Topics:

• Different philosophies and styles of negotiation
• How to achieve a collaborative negotiating style
• How to prepare before negotiating
• Listening and questioning skills
• 6 steps to a collaborative discussion
• How to integrate conflicting needs
• Selecting the best option
• Problem solving with a difficult negotiator

Benefits To The Organization:

• Plan negotiations using a 5-step system
• Utilize the collaborative discussion model for negotiating with others
• Improve interpersonal skills needed to support a collaborative negotiating style
• Perfect methods needed for collaborative negotiation
• Problem solve with difficult negotiators

Benefits To The Individual:

• Discover one's own negotiating style and compare it to the Collaborative Model
• Learn how to prepare quickly and accurately for any negotiation
• Identify and practice the essential interpersonal skills need to support the Collaborative model
• Discover one's own communication style and learn how to adapt it to the communication style of their negotiating partner
• Identify and practice using the discussion format for a mutual gains approach
• Learn how to deal with a difficult negotiating partner
• Improve negotiating skills by using the collaborative approach in eight critiqued Interaction Simulations
• Develop a personal Action Plan to improve negotiating skills

Participant Comments

“Great class, very helpful information on listening and questioning skills.”

“I found the 5-step system for planning negotiations very helpful, Thanks.”

“The practice simulations really helped me put it all together. This was an excellent program.”

“Great course. I learned so much. I highly recommend it.”

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