Negotiating Successfully© Overview

There is no fundamental skill more important to business success, than negotiating.

Negotiating Successfully© is a workshop that combines the key elements of Harvard University's: Program on Negotiation© and Dealing With Difficult People©. It addresses the principles of negotiating as well as how to negotiate with other parties who are difficult or unskilled in the negotiating process.

This fast paced, highly interactive program begins with an assessment of individual negotiating styles revealed through the Pepulator Pricing Exercise©. This exercise has strong competitive elements that enable participants to understand the intensity of their personal attitudes about winning and losing.

Participants learn the basic elements of successful negotiation from their own experience. These include:

• Understanding the difference between Interests and Positions
• Creating Options for Successful Resolution
• Establishing Standards for Legitimacy
• Determining Walk Away Alternatives
• Building Commitment · Guidelines for Effective Communication
• Preserving good working Relationships

They also learn about the elements of dealing with difficult people and situations:

• Don't React - Think it over
• Don't Argue - Step to their side
• Don't Reject - Reframe
• Don't Push - Build a bridge to agreement
• Don't Escalate - Educate

Using exercises and case studies, participants have additional opportunities to practice negotiating using these principles. They also learn how to use the Negotiating Worksheet© to help them prepare for negotiations.

Negotiating Successfully© is a super charged program that leaves a strong impression on participants and equips them with the skills to experience immediate and lasting improvements in their ability to negotiate successfully.