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
