Effective Negotiation: Beyond Win-Win!
- Introduction
- When do we negotiate?
- Formal negotiations and their structure
- Informal negotiating and influence situations
- Negotiation and Conflict Styles
- Inventory: What is my style?
- Negotiation styles of others
- Control/power versus influence; when not to negotiate
- Selling “ideas”: When you’re “selling”, are they “buying”? How to make that happen
- Achieving a Win/Win or Accomplishing Interest-Based Negotiations
- Description of a win/win
- Determining what success should look like
- Dispelling negotiation myths
- Five negotiation outcomes explored
- Engaging in interest-based negotiations
- Partnering vs. one time deals
- Preparing to Negotiate
- Setting up a pre-negotiation strategy that creates the win/win scenario
- Planning a negotiation process to match other styles, interests andideologies
- Create an interest-based playing field
- Using position power carefully
- Enlarging the pie: Preparing for mutual goal setting
- Negotiation as a Process
- Seven steps of negotiation explored
- Relationship or rapport building: The best one for each situation
- True listening: To both what is said and meant
- Interpreting counterparts
- Creating an environment conducive to success
- Negotiation with a “misfit team”; applying the process
- Helping others become open and fair negotiators and dealing with non-negotiators
- Questioning and dialoging
- Negotiating from weakness
- When and how to close
- The power of follow through
- Negotiation nuances in supervisor/employee relationships
- When Negotiation Turns to Conflict
- Selecting the best options at critical moments
- How and when to use concessions
- Language to regain trust and momentum
- When and how to play a trump card
- Six unfair moves and how to derail them
- Recognizing when “walk away” is the best option
- Closing
- Wrap-up
- Q/A
- Personal action planning
