Fundamentals of Successful Negotiation

This course can be customized to meet your needs, and is delivered at most locations internationally.

What People Said About Preston's Seminars

“He didn’t seem like a trainer.  There was incredible interaction with the group.  It felt like a progressive discussion of negotiation skills.”

“It’s fun to have training like this, with trainer’s wealth of experiences and vivid presentation.”

“Excellent class!”

“This course is an eye opener.”

“Flexible; used real life examples.”

This workshop presents strategies for negotiating in daily business situations.  The strength of your agreements, understandings and relationships can make the difference between success and failure.  Strong agreements help you reach—or exceed—your own objectives, while bringing mutual satisfaction to all parties.  The course covers techniques for developing a negotiation plan, evaluating the opposition, and taking advantage of subtleties that are often overlooked in interpersonal communication.  Strategies for gaining control in negotiation situations will be presented, as well as effective methods for getting past obstacles and closing a negotiation.  Several everyday negotiation scenarios are explored, with tips for effective techniques to apply to these situations.

Benefits

This workshop enables participants to:

Who should attend:

Course Content

Introduction

Your Resume and Life Experiences are Negotiation Assets

There is no “Right Answer” to the Value of Things in a Negotiation

Your Odds of Doing Better Go Up if You Focus on the Negotiation Process

The Negotiation Process

Comparing Negotiation to Other Dispute Resolution Methods

Negotiation Styles and Language

The Four-Step Dance of Negotiation

The Important Role of Trust

The Prisoner’s Dilemma (Some Negotiations are Doomed)

Get All the Money You Can

Tit for Tat

Distributed Negotiation, The Most Common Technique

Distributed Negotiation Defined

Characteristics of Distributed Negotiation

Distributed Negotiation Strategies and Tactics

Integrative Bargaining, Creating Value in Negotiations

Defining Integrated, Collaborative Negotiations

Convert Your Opponent Into Your Partner

Focus on Interests

Strategy and Preparation

Where do You Open?

The Purposes of an Opening Offer

When to Walk—Defining Your Best Alternative to a Negotiated Agreement

What Does It Take to be a Skilled Negotiator?

Anybody Can Become a Skilled Negotiator

The Four Key Habits of Skilled Negotiators

High Expectations

At the Table

The Problem-Solving Negotiator’s Goals

Connecting as a Human Being

The Power of Stories

Dealing with Difficult People

Tactics

How to Respond to Tactics

A Rogue’s Gallery of Tricks

Identify the Tactic

Ethics in Negotiations

Deception: The Fundamental Ethical Problem in Negotiations

Ethical Standards

Minimum Legal Standard—Fraud

Creating a Negotiation Team

Shared Leadership

The 2-Minute Biographical Sketch

Strengths and Concerns

Exercises

Negotiation Problems 1-4

Anchoring

Ms. Edna’s Insurance Claim

Get All the Money You Can

and more...

Our Guarantee

If for any reason you are not satisfied, write to us within 30 days after the workshop and return the course materials and we'll arrange for you to receive a full refund - hassle-free!