E FFECTIVE N EGOTIATIONS
P ROGRAM

Negotiations programs emphasize relationships

This one- or two-day program is based on our belief that any communicator benefits from following a systematic approach that begins with intensive preparation, including establishing and refining the other person's interests, and developing a win-win approach for the negotiation. Even though some of the techniques discussed during the course are similar to those used in transactional negotiations, our program emphasizes negotiation in the context of building the relationship with a client or vendor, not just concluding a one-time agreement.

Our Effective Negotiations program helps the participants develop skills for managing the negotiation through

• Understanding your own thinking styles and those of others

  A negotiation involves a good deal of give and take. We use tools to accurately assess thinking styles and preferences and help participants use that information to develop discussion and reach agreement.

• Developing a successful negotiation strategy

  Part of planning and preparing for the negotiation is determining a successful strategy. Participants will define their limits (fall back, alternative and 'no go' positions) and develop a win-win approach based on their understanding of the client's or vendor's needs and criteria.

• Managing the negotiation

  Keeping the meeting on track, focusing on interests rather than positions, and handling questions and objections skillfully by "thinking on one's feet" are crucial to the overall management of the negotiation session. Participants will learn techniques to manage the discussion and share interests to keep the meeting moving.

Program Design

The negotiations program includes discussion and exercises, customized to the client's situation and materials. Actual negotiation scenarios are used in case studies and roleplays, allowing participants to apply the techniques learned. Roleplays are videotaped and reviewed both by the group and an instructor.

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