Every interaction between people may be considered a negotiation. The ultimate purpose of negotiation is to reach an agreement that will be lasting and work to the benefit of both parties. Successful negotiators are good problem solvers. All factors involved in a negotiation, both practical and psychological, affect the final outcome. You will gain valuable insights about how to prepare yourself for interactions with others, as well as strategies to employ. 

Key Information

Understanding the negotiation process

• Basic objective and definition

• Basis for success
• Rules to follow to guarantee success
• The three secrets to becoming an excellent negotiator
• Characteristics of an excellent negotiator
• Your filter mechanism
• Types of bargaining
• When and when not to negotiate

Planning for negotiations

• Importance of negotiation planning

• The three phases of planning
• Key decisions in planning
• Gathering information
• The need for a team and its structure
• Telephone negotiations

The negotiation plan

• Definition

• Importance of the plan in achieving objectives

• What it contains
• How to use it
• Where to negotiate
• The importance of the meeting area

Preparing yourself for negotiations

• Motivation

• Understanding influence

• How power is behind your performance in accomplishing objectives
• Understanding and being immune to influence
• Recognizing and dealing with emotions and sensory modes of communication