Negotiating to Win

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Detailed Overview/Outline

Gain the negotiating skills, insights and competencies required in every negotiation process—in every industry—at every level.

Whether it’s allocating resources for a project, funding a new initiative or establishing a supply chain for a new product or service, negotiating skills are inevitably at the heart of the process. But few people understand the structures, techniques and approaches available to them as they seek to positively influence an outcome through skillful negotiating skills.

This hands-on seminar gives you a step-by-step guide to effective negotiation—from establishing a formal planning process to prioritizing issues…from mastering persuasion techniques to identifying the communication styles of effective negotiators. Learn how to break deadlocks…negotiate as part of a team…recognize and use leverage…and adjust your strategy to the media used in the negotiation.

HOW YOU WILL BENEFIT:

• 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
• Apply effective negotiating skills face-to-face, on the phone or through e-mail and other media
• Recognize and counter the most common negotiating ploys
• Move from “no” to “maybe” to “yes”

WHAT YOU WILL COVER:

Introduction to the Negotiation Process

• Explain the business importance of taking a win-win approach to negotiation
• Describe what influences the negotiation process

Planning the Content of Your Negotiation

• Determine alternatives to a settlement before negotiating
• Learn about the importance of using a negotiation planning guide

Negotiation Stages

• Chart the course of a negotiation through its five stages from both the content and relationship
• Identify the causes of resistance you may face during the negotiation process

Communication Styles

• Determine your style of communication
• Adjust your style to get the results you want

Persuasion

• Apply the structured persuasion model to improve your ability to convince others of your point of view

Planning a Strategy for Negotiation

• Consider various dynamics that impact the negotiation process
• Use of space, time and environment

Negotiating with a Team

• Explain how to organize, control and effectively manage a team

Negotiation Ploys and Tactics: Measures and Countermeasures

• Why you need to know 10 key negotiation tactics

Who Should Attend
Executives, managers, salespeople and top-level dealmakers who seek the negotiating skills necessary to meet their responsibilities for negotiating the best possible terms of an agreement for their company. Note: This program is not intended for labor union negotiators on either side.

Extended Description

Learning Objectives

• Identify Situations That Are Actually Negotiations
• Decide When to Engage in a Negotiation and When to Ignore the Negotiation Option
• Plan the Content of Any Negotiation
• Recognize the Stages of Negotiation and Determine Appropriate Behavior to Utilize in Each Stage
• Make a Business Decision Before Determining the Negotiation Strategy
• Develop an Appropriate Strategy to Use During a Negotiation
• Identify the Communication Styles of Others
• Adjust Your Own Communication Styles to Achieve Desired Results
• Exhibit Knowledge of the Principles of Persuasion Through Applying Them to a Negotiation Situation
• Plan a Negotiation Strategy for Traditional Face-to-Face Negotiations as Well as Those Negotiations Supplemented by the Use of Other Media
• Demonstrate an Understanding of Team Negotiation By Planning and Carrying Out an Effective Team Negotiation Case
• Display the Use of Ten Popular Ploys and Tactics Commonly Found during
• Negotiation and Explain How to Counter Them
• Understand the Role Culture Plays in Negotiation

Introduction to the Negotiation Process

• Determine When You Are in a Negotiable Situation
• Discriminate between the Two Types of Negotiations
• Explain the Business Importance of Taking a Win-Win Approach to Negotiation
• Identify the Primary Factors Required to Establish an Agreement
• Describe What Influences the Negotiation Process

Planning the Content of Your Negotiation

• Explain the Importance of Planning
• Determine Alternatives to a Settlement before Negotiating
• Use the Negotiation Planning Guide
• Identify Ranges of Acceptability
• Negotiate Internally Before Launching Your Prepared Negotiation
• Apply Planning Skills in a Case Study

Negotiation Stages

• Chart the Course of a Negotiation through Its Five Stages from Both the Content
• Point of View and the Process Point of View
• Determine Appropriate Behavior to Use in Each Stage
• Design a Questioning Strategy to Assist You to Move among the Five Stages
• Identify the Causes of Resistance You May Face During the Negotiation Process and Design Ways of Handling It

Communication Styles

• Explain the Four Styles of Communication
• Determine Your Style of Communication
• Identify the Communication Styles of Others
• Adjust Your Style to Get Results You Want
• Recall Communication Guidelines for Effective Negotiators

Persuasion

• Apply the Structured Persuasion Model to Improve Your Ability to Convince
• Others of Your Point of View
• Combine Appropriate Logic and Emotion to Develop Support for Negotiable Positions
• Modify Your Approach to Persuasion Depending on the Other Side’s Communication Style (DISC)

Planning a Strategy for Negotiation

• Plan a Strategy to Apply during a Negotiation
• Consider Various Dynamics That Impact the Negotiation Process
• Structure Effective Concessions
• Know How to Break Deadlocks
• Identify and Use Your Leverage When Negotiating
• Adjust Your Strategy According to the Medium in Which the Negotiation Is Taking Place

Negotiating with a Team

• Identify Opportunities for Using Teams to Negotiate
• Explain How to Organize, Control, and Effectively Manage a Team
• Plan with a Team
• Use a Negotiating Team to Achieve Business Goals
• Participate on a Team

Negotiation Ploys and Tactics: Measures and Countermeasures

• Explain Ten Key Negotiating Tactics
• Provide a Countermeasure for Each Tactic
• Understand How to Identify the Tactic When It Is Used By Others Bringing It All Togethe
r
• Incorporate the Negotiation Checklist from This Module to Work-Related Situations
• Apply the Theories of Negotiation to Your Personal Action Plan Using Work-Related Situations

3 days/1.8 CEUs

Sponsor Background:
The American Management Association was founded in 1923. They have built a content control check into every one of their professional seminars. Plus a series of checks and balances to ensure that the content of every AMA seminar is precisely targeted to:

• provide comprehensive, hands-on training that is of practical use when you return to the job
• focus on need-to-know specifics, relevant to the demands of global business today
• offer the expertise and personalized attention of top-ranking instructors
• facilitate your career development and business savvy

Whether you're looking for a solid foundation of business fundamentals or strategies to help you seize growth opportunities for your company, AMA offers expert instruction to help you:

• manage your priorities effectively
• cultivate more productive working relationships
• increase your on-the-job value
• align your skills with marketplace demands
• bring out the best in people, processes and yourself

Cancellation and Refund Policy

If you cannot attend a seminar you may contact AMA in advance to transfer to a future session, or can send someone to take your place. If you need to cancel your attendance, AMA will give you a complete refund if you cancel more than three weeks before your seminar begins. To cancel, simply call. If you cancel with less than three weeks' notice, you will be liable for the entire seminar fee, however you may request a courtesy transfer to use at any future AMA seminar of equal or lesser value. The courtesy transfer must be used within one year of the date of your originally scheduled seminar. In fairness to all attendees, if you do not attend a seminar session for which you are confirmed, and do not cancel with a minimum of three weeks’ notice as described above, you will be charged the entire seminar fee.

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