Who Should Attend:

How You Will Benefit:

You will learn how to:

• Know when - and when not - to negotiate

• Develop an effective plan and strategy for any negotiation

• Know what behavior to adapt at each stage of the negotiation

• Adjust your communication style to achieve desired results

• Successfully apply the principles of persuasion to any negotiation situation

• Effectively negotiate face-to-face, on the phone or through e-mail and other media

• Recognize and counter the most common negotiating ploys

• Move your negotiation from 'no' to 'maybe' to 'yes'

What You Will Cover:

Introduction to the Negotiation Process:

• The importance of taking a win-win approach to negotiation

• Learn the key influences on the negotiation process

Planning the Content of Your Negotiation:

• How to determine alternatives to a settlement before negotiating

• The importance of using a negotiation planning guide

Negotiation Stages:

• Chart the course of a negotiation through the five key stages to a successful conclusion

• Identify the causes of resistance you may face during the negotiation process and how to overcome them

Communication Styles:

• Determine your own style of communication

• Learn how to adjust your style to get the results you want

Persuasion:

• Apply the Predictable Success(tm) persuasion model to improve your negotiation success

Planning a Strategy for Negotiation:

• Understand the key dynamics that impact the negotiation process

• Learn how to use space, time and environment to optimize the outcome of your negotiations

Negotiating with a Team

• Learn how to organize, control, manage and effectively particpate in a negotiation team

• Learn what to expect when faced with a team on the other side of the negotiation, and how to bbest interact with their team

Negotiation Tips, Tactics and Case Studies:

• We will use detailed case studies and actual negotiations to allow you to practice all the course content