| Management Development International |
Negotiating to Win
(One to Three Days)
Negotiating to Win will teach participants practical negotiating strategies and improve
their negotiating strengths. Participants will examine key negotiating skills, along with
specific planning and communications strategies, that will ensure bargaining from
strength. Strategic issues of negotiating both inside and outside of the organization will
be explored. Participants will be actively involved in role plays, case studies, critical
incidents and practice negotiations. Videotaping will provide feedback on both their
verbal and nonverbal communications styles.
Seminar Outline
An Overview of the Negotiating Process
Win-Win vs. Win-Lose Negotiating
Planning Your Negotiation
The Importance of High Aspirations
Negotiating Behavior: Overcoming "People Problems"
Identifying Your Negotiating Style
Success Strategies with Different Negotiating Styles
Communication Guidelines for Effective Negotiators
The Toughest Negotiating Tactics: Measures and Countermeasures
Personal Attacks
Good Cop/Bad Cop Routines
Quick Deals, and Other Tactics
Key Negotiating Strategies: Addressing the Negotiator's Worry List
Effective First Offers
Structuring Effective Concessions
Breaking Deadlocks
Limits to the Buyer's Ability to Use the Competition that Exists
Negotiating Against the Sole-Source Seller
Your Place or Mine?
Special Negotiating Problems
Negotiating within Your Own Organization (e.g., Legal Staff, Financial Staff)
Negotiating with Peers and Others Over Whom You Have No Formal Authority
Do's and Don'ts of Team Negotiations
Global Negotiations
What Makes Global Negotiations Different
Strategies in a Global Environment
Job Aids; 7 Key Actions for Back on the Job; Your Personal Action Plan
Negotiating to Win will teach participants practical negotiating strategies and improve
their negotiating strengths. Participants will examine key negotiating skills, along with
specific planning and communications strategies, that will ensure bargaining from
strength. Strategic issues of negotiating both inside and outside of the organization will
be explored. Participants will be actively involved in role plays, case studies, critical
incidents and practice negotiations. Videotaping will provide feedback on both their
verbal and nonverbal communications styles.
Seminar Outline
An Overview of the Negotiating Process
Win-Win vs. Win-Lose Negotiating
Planning Your Negotiation
The Importance of High Aspirations
Negotiating Behavior: Overcoming "People Problems"
Identifying Your Negotiating Style
Success Strategies with Different Negotiating Styles
Communication Guidelines for Effective Negotiators
The Toughest Negotiating Tactics: Measures and Countermeasures
Personal Attacks
Good Cop/Bad Cop Routines
Quick Deals, and Other Tactics
Key Negotiating Strategies: Addressing the Negotiator's Worry List
Effective First Offers
Structuring Effective Concessions
Breaking Deadlocks
Limits to the Buyer's Ability to Use the Competition that Exists
Negotiating Against the Sole-Source Seller
Your Place or Mine?
Special Negotiating Problems
Negotiating within Your Own Organization (e.g., Legal Staff, Financial Staff)
Negotiating with Peers and Others Over Whom You Have No Formal Authority
Do's and Don'ts of Team Negotiations
Global Negotiations
What Makes Global Negotiations Different
Strategies in a Global Environment
Job Aids; 7 Key Actions for Back on the Job; Your Personal Action Plan
| © MDI 2006 |
