How
to prepare for a negotiation:
This section helps you define the issues underneath the table; the make-or-break
expectations that must be met before success is
possible. You'll use effective--but
unobtrusive--probing methods, contingency plans,
and
"what if" scenarios to craft a solid strategy
before the negotiating begins.
Creative thinking:
How to create a “win” when all appears lost.
In this section, you'll use case studies to
convert dilemmas into win-win solutions. Using
out-of-the-box thinking, you'll exercise your
ability to quickly recover from sticky
situations
and put derailed negotiations back on track.
Self Awareness:
What you need to do to adapt your negotiation
style. You'll begin with a self-assessment
to
measure your natural negotiating style. From
there, you'll learn styles appropriate for
different scenarios.
Just as importantly, you'll learn how others
tend to negotiate, and you'll discover the
hidden meaning behind their approach.
Assertiveness:
You'll discover how to be assertive without
being demanding.
You'll ensure that your viewpoint isn't simply
stated; it's actually understood and respected
by your negotiating partner.
By mastering the three types of assertiveness,
and choosing the correct type at the right
time, you'll avoid being steamrolled, and you'll
avoid coming
across as imperious.
Questioning Techniques:
How to get past the superficial issues to
pinpoint the deal-makers. Without good
questioning, you can give away the farm on every
conceivable issue,
and still fail to create a win-win conclusion.
There's something else on your opponent's mind,
but he's never clarified it, perhaps not
even to himself. You'll practice the six types
of questioning, used to dig-up the buried
treasure.
How and when to declare success:
You'll learn how to bring continuous-loop
negotiations to a conclusion, how to avoid
open-ended scenarios, and how to walk-away from
fruitless negotiations without slamming the door
on future possibilities.
You'll learn proven techniques for this vital
step in the negotiation process.
