Negotiation

You can create solid win-win agreements in almost every interaction with others. Whether you're buying boxcars of borax or working out agreements with a spouse, you can learn techniques which build trust, enhance relationships--at the same time getting a "good deal" for both parties.

Win-Win Negotiating Uses numerous exercises, cases and a videotape. Participants begin with simple cases and work up to more complex ones, and learn how to apply techniques in relationships with colleagues, employees, bosses, customers, vendors and personal relationships. Uses the Negotiation Style Survey. Uses the "Win-Win" model.

Outcomes:

• persist in getting favorable terms while using positive consensus tactics

• accomplish goals while preserving relationships in the long term

• identify your own and the others' interests, "hot buttons," needs, and goals in the project

• creatively develop options and alternatives

• recognize and neutralize adversarial tactics used by others

• preserve good working relationships and use professional tactics when negotiations break down

Course Content:

• How we typically negotiate and why it doesn’t work

• How to separate interests from positions

• How to expand the list of options

• How to define your expectation level and aspiration level (the iceberg model)

• How to counter negative strategies that others may use on you

• What to do when you can’t come to an agreement

• Re-starting stalled negotiations

[ Back ] [ Home ] [ Up ] [ Next ]