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This seminar, which can be taught as a
"stand-alone," has been designed as the "next-step"
for those taking our Basic Negotiations Skills seminar.
Module 1: Overview
- Why a Negotiator’s Interpersonal Skills are Crucial to the
Success of On-going Negotiations.
- Balancing the Issues with the Relationship Factors in Negotiating
- Identifying The Three Skill Sets that Dominate through all
Negotiation Stages
- Rapport Building
- Communicating Compellingly
- Inner Skills
- Benefits of Developing Your Interpersonal Skills for Effective
Negotiations
Module 2: Rapport Building
- Active Listening Skills
- Capturing the Essence
- Paraphrasing Content
- Reflecting Emotions
- Body Language
Understanding Different People Styles
- Understanding Your Own Style
- Recognizing a Different Communication Style in Another
- Flexing Your Behavior to Accommodate the Other Person’s Style
Matching Behavior
Acknowledgement and Validation Skills
Module 3: Communicating Compellingly
- Managing Your Voice in Negotiation
- Speed, Pitch, Volume, and Intonation
- Use of Silences and Pauses
- When and How Long to Pause
- When to Stop Talking
Language Skills
Using Neutral Language
How to Use Words and Phrases to Move the Other Party Toward You
Reframing
Questioning Skills
Module 4: Inner Skills
- Tolerating Discomfort
- Developing Patience
- Dealing with Pressure
- Learning How and When to Ignore
Behavior
- Taking Risks – Knowing When and How Much
- Developing Creativity
- Increasing Analytical Skills
Module 5: Pulling it All Together
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