Negotiating: Getting What We Want

Negotiating Course Content

• Introduction to Negotiating & Fundamentals
• Developing ZOPA & BATNA
• The Role of Timing & Who Should Negotiate
• Impact of Culture & Traditions
• The “PI” Rule
• Rules for Buyers & Sellers
• Collaborative vs. Win-Win Negotiating
• Identifying Power & Personalities
• Mediation; Arbitration & Litigation
• The JOHARI Window
• The ADO objectives
• Gambits & Tactics
• Influencing & Persuading
• Body Language & The Spoken Word
• The Never, Never, Rules
• Keeping the Negotiation Alive

Connect, Convey, and Convince!

Every interaction we engage is, is a Negotiation! Anything you want or need is owned or controlled by someone else. Yet, everyone is willing to give you what you want – in return for what they want. But, to get that something on your terms, you must negotiate, and be willing to pay the price! Yes! The PRIZE has a PRICE. In the olden days negotiating was haggling over price, and the focus was on the “Art of Bargaining”. Today, negotiating borders on the “Psychology of Persuasion”. The greatest misunderstanding about negotiating is that it is adversarial in nature. In reality, it is a problem-solving process where each side sees the other as a potential partner. In this workshop you will learn how to reach a win-win outcome collaboratively.