Effective Training Associates

Negotiating Skills

Negotiating Skills

LENGTH: Four hours virtually
INSTRUCTOR: Eric Bloom

KEY TOPICS:
Needed Negotiation Environment
  • Conditions Needed for a Successful Negotiation
  • Willingness to Negotiate
  • Ability to Negotiate
Negotiation Styles and Results
  • Know Your Style and Opponents Style
  • Conceptual Framework
  • Avoidance
  • Accommodating
  • Assertive
  • Aggressive
Negotiation Approaches
  • Win-Win, Win-Lose, Lose-Win
  • Interest Centric
  • Competitive vs. Cooperative Negotiation
Important Negotiation Concepts 
  • Distributive vs. Integrative Negotiation
  • Needs vs. Wants
  • Power of the Parking Lot
  • BATNA and ZOPA
Negotiation Preparations 
  • Understand What You’re Negotiating
  • Know Your Objectives
  • Define and Prioritize Your Strategic Objectives
  • Know Your Bottom Line and When to Walk Away
  • Know Your Potential Risks
  • Learn Other Person’s Needs and Wants
Negotiation Strategies
  • Look for Mutual Gain
  • Compare Needs and Wants
  • Invent Creative Options
  • Negotiate the Problem, Not the Person
  • Trade Effectively
  • Focus on Interests, Not Positions
  • Use Objective Criteria
  • Value of Flexibility
  • Create a Fake Issue
  • Declare Limited Authority
  • Bundle Items Together
  • Change Topics
  • Taking the High Road
  • Competition to the Deal
Dealing with Difficult Tactics
  • The Flinch
  • Aggression
  • Threats
  • Withdrawal
  • Pressure for Quick Decision
  • Nibbling

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