Breakthrough Negotiations


 On-Site Training Only  
 Length: 3 days 
 Number of Participants: Up to 20
 Materials: Notebooks and handouts provided
 
 

This three-day advanced negotiations seminar is a combination of our Basic Negotiation Skills and Interpersonal Skills for Effective Negotiations seminars with an emphasis on international situations.

Module 1: The Process of Win-Win Negotiations

Overview

  • Understanding the Win-Win or Problem-Solving Approach to Negotiation.
  • The Two Elements in Any Negotiation
  • Negotiations Strategies - Hard, Soft, Problem-Solving.
  • Reaching Agreement is Not the Only Goal

Module 2: Understanding and Utilizing Basic Negotiation Concepts

  • Interests/Needs
    • Organizational Needs
    • The Influence of the Individual Negotiator’s Needs
  • Positions
  • Issues
  • Constituencies
  • Alternate Currencies
  • Compromises
  • WAWAs
  • Three Phases and Five Stages in Negotiation
  • Planning Your Negotiation. Putting it all together

Module 3: Communication Skills for Negotiators: 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
  • Body, Facial, Vocal
Acknowledgement and Validation Skills

Module 4: Communication Skills for Negotiators: Speaking 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
Languaging Skills
  • Using neutral language
  • How to use words and phrases to move the other party toward you
  • Reframing
Questioning Skills
  • Asking Questions:
  • Open Ended Questions and their Uses
  • Closed and Definitive Questions and their Uses
  • Responding to Questions:
  • How to Respond
  • When Not to Respond to a Question
Assertiveness Skills
  • When and How to Assert Yourself
  • Different Kinds of Assertiveness
  • Drawing Boundaries
  • Expressing Displeasure
Nonverbal Communication
  • Body, Position, Face, Eyes, Head.

Module 5: Meeting Special Challenges

  • Dealing with Tactics
  • Overcoming Deadlock

Module 6: Negotiating in an International Environment

  • Five Factors in Cross-Cultural Negotiations
    1. Individualism vs. Collectivism
    2. Role Orderliness and Conformity
    3. Patterns of Communication
    4. Use of Time
    5. Use of Space
  • Negotiating with Americans
  • Strategies for Negotiating Cross-Culturally
  • Notes on Setting Up an International Joint Venture

Module 7: Follow Up - Holding the Agreements in Place - The Forgotten Element in Negotiations

Module 8: Applying the Model to Your Own Negotiation

 
 

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