POWERFUL NEGOTIATIONS

This is fast paced, internationally recognized Negotiators Training program. It will be offered in 2010.
The Powerful Negotiation Three Day Program

As evidenced in many recent sets of bargaining, the costs of "win/lose" confrontation style negotiations are high.

This can take the form of extended negotiations, strikes and lockouts, an antagonistic work force, high settlement costs and a loss of customer clients. The public and the marketplace are demanding new and more effective approaches.

A key to effective negotiations, all of this lies in the broad based skills and abilities of the negotiator. He/she must not only have a thorough grounding in the negotiations process, but also a broad appreciation of psychological, economic, social and communications based issues.

The Powerful Negotiations Program provides a pragmatic approach to the development of the expert skills and knowledge you require to contribute to the future success of your enterprise.

Program Objectives

After just three days of intensive training, you will be equipped to go through all steps of a negotiation process.

    * Read signals.
    * Prepare for negotiations.
    * Participate as a member of a negotiating team.
    * Find relevant information.
    * Sort through a multi-layered proposal and make an effective counter proposal.
    * Recognize key psychological issues.
    * Create alternatives.
    * Make a deal.

Who Should Attend
The program is designed specifically for:

    * New negotiators and negotiating team members.
    * Experienced negotiators who would like the opportunity to review and     further develop their skills.
    * Coaches for Negotiators.

Topics

    * Negotiating priorities and strategies.
    * Selecting and organizing the negotiating team.
    * Preparation:
          o Sources and uses of information.
          o Determining the real issues.
          o Drafting proposals.
    * Negotiating behaviour.
          o How to use questions.
          o How to make concessions.
          o How to break an impasse.
          o Concluding the deal.
    * Packaging and re-packaging an offer.
          o Principals.
          o Customers.
          o Meetings Management.
    * Effective Coaching at Negotiations Processes.

A fast paced combination of lecture, panel discussion, round table discussions and simulated bargaining will be used.

More Components of the Course:

Getting people to say 'Yes'

    * What is Negotiation
    * Principles and Procedures of Negotiating
    * Principles of Effective Communication
    * The Mind and How It Works
    * Understading the Process and Problems of Sales
    * What is Influence and How Does One Exert It
    * Communication Principles
    * Negotiation Training: Positive Intention Exercise
    * Stateline Negotiation Anchors
    * Exploring Statelines to Develop Coach Position
    * Negotiation Tactics and Maneuvers
    * Types of Tactics
    * Some Precepts in Negotiation
    * Negotiating / Influencing the Process
    * Cross-Cultural Negotiation
    * Resolving Conflict
    * Yes/No Calibration in Management
    * Yes/No Calibration Exercise
    * Calibration to Agreement/Disagreement
    * Other Users for Calibration in Management
    * Yes/No Calibration in Sales Response
    * Other Uses for Calibration in Sales From Conflict to Teamwork
    * Ending Conflicting Belief Systems
    * Modal Operators Exercise II
    * The Coaching Process in the Corporate Environment
    * Hierarchy of Criteria:
    * Enhancing Motivation in Negotiation
    * The Yes But Exercise
    * Company 1: Heavenly Computers
    * Company 2: Bean Soup Marketing Co
    * Negotiation Exercise