Learning Objectives:

You will learn to:

• Identify your own best negotiation style together with its
       strengths and Weaknesses.
• Practice extensive preparations for a useful negotiation
       session.
• Practice three techniques negotiators use to close the deal.
• Learn to recognize and deal with dirty tactics negotiations.
• Practice win-win negotiations and classic defenses against
       seven win-lose strategies sometimes practiced by the other
       party.
• Receive at least four feedback sessions on your strengths 
       and areas of Improvement as a negotiator.
• Practice, in at least four separate negotiations, your skills as
       a negotiator.

Overview:

The course includes four team negotiation sessions, exercises in negotiation strategies, four live preparations underlining the overwhelming importance of preparation in the negotiation process, a standard instrument ( DiSC or Drake Beam Morin's I Speak Your Language), a film and interactive discussion on the skills of win-win negotiations, practice of countermeasures for typical dirty tactics, extensive feedback from the instructor and other participants, and a personal action plan for all participants. Participants are asked to focus in the course on one negotiation they will have to engage in during the next thirty days after the course ends. All planning in the course focuses on a specific negotiation which participants will thoroughly plan and practice prior to the end of the session. Summary handouts or a manual may be offered depending on the needs of participants.

Course Outline:

Day One

Introduction to win-win negotiations
Identifying your crucial negotiation
Analysis: How skilled are you as a negotiator?
Overview of the negotiations process
Importance of preparation
Preparation of the first negotiation
Lunch
First negotiation skills practice
Debrief and feedback to participants
Knowing your negotiating style ( instrument)
Debrief and personalized feedback to each participant
Second negotiation preparation
Second negotiation skill practice
Second negotiation debrief and feedback
Summary and application to your critical negotiation
End Day One.

Day Two

Review and analysis Day One
Work on your critical negotiation
Typical Destructive Tactics
Countermeasures to Destructive Tactics
How to avoid an impasse
How to close the deal
Negotiation preparation three
Negotiation practice three
Feedback and debrief of negotiation three
Lunch
Special topics in negotiations, strategies
Preparation of negotiation four
Conduct negotiation four
Debrief and feedback
Work on your critical negotiation
Practice your critical negotiation with a partner.
Receive instructor feedback on your critical negotiation practice
Summary of course and evaluations.

Attendees:

20 attendees maximum; 16 preferred

Length:

2 days

Materials:

Style instruments, Videotape, Manuals, Handouts.

Instructor: Michael Kane ( See Bio )