How to negotiate, persuade and talk your way to success

Overview

The Art Of Negotiation is a three day practical workshop to train you in the art of negotiation.

The Art of Negotiation will show you how to:

• Bargain with suppliers
• Negotiate complicated contracts
• Negotiate within your organization
• Negotiate fees and other client services
• Close more sales
• Turn conflict into agreement
• Build good working relationships
• Identify customer and client needs
• Form win-win agreements.

The Art of Negotiation - 3 Days

1. What is Negotiable?
   The essentials of effective negotiation
   Alternatives to agreement.
   
   
2. Manage the Process, Manage the Result
   The R-E-S-P-E-C-T Formula
   The Seven Steps to Agreement:
   
   Step 1: Ready Yourself in Anticipation
   Setting achievable objectives
   Gathering critical information
   Preparing a winning strategy
   Choosing the right style.
   
   Step 2: Explore Each Others' Needs
   Testing your assumptions
   The art of discussion control
   Exploring interests for mutual satisfaction.
   
   Step 3: Signal for Movement
   Detecting signals
   Responding to signals.
   
   Step 4: Probe with Proposals
   Advancing a proposal
   Countering a proposal
   The "What if - Then" technique
   Packaging to meet the other side's needs.
   
   Step 5: Exchange Concessions
   The do's and do not's of trading
   Detecting and sidestepping traps
   The "If You Will Then I Will" technique.
   
   Step 6: Close the Deal
   Coping with last minute demands
   Making an acceptable final offer.
   
   Step 7: Tie Up the Loose Ends
   Summarizing items of agreement
   Following through.
   
   
3. When to Compete, When to Collaborate, When to Compromise
   Planning a winning strategy.
   
   
4. Reading the Other Side
   How to read the other person like an open book.
   
   
5. Ultimatums, Bluffs and Red Herrings
   How to handle and overcome negative and dirty tactics
   Information control
   How to listen so people will talk and talk so people will listen.
   
   
6. Increasing Your Leverage and Power
   Negotiating from a position of weakness.
   
   
7. When Talking Makes Things Worse
   Resolving problems when communication fails.
   
   
8. It's All a Matter of Style
   Assessing your negotiation style
   Anticipating how the other side will negotiate.
   
   
9. Persuading Before You Bargain
   Presenting and establishing a persuasive case.
   
   
10. The Do's and Don'ts of Trading Concessions
    Setting ambitious goals
    Determining when to open
    Planning a concession strategy
    When and what to compromise.
    
    
11. Turning Win-Lose Into Win-Win
    Turning enemies into allies
    Digging and uncovering interests.
    
    
12. Avoiding Psychological Traps
    The ten dumbest mistakes smart negotiators make
    Mastering the psychology of influence.