Art of Negotiating®
- Everybody Wins®
Seminar
The Negotiation Institute proudly offers its world renowned
Art of Negotiating® - Everybody Wins® seminar. This powerful
seminar was developed using Gerard Nierenberg's original materials. Enrich
your negotiation skills and let everyone come out a winner with the help
of this unique seminar. This seminar is offered as an on-site negotiation
skills training workshop.
Acquire Powerful Negotiation
Skills
In the Art of Negotiating® - Everybody Wins® seminar,
you will learn to:
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Achieve financial success.
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Discover new solutions to business and personal problems.
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Prevent or resolve disputes and conflicts.
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Improve your worth to your organization.
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Improve individual, department, and company productivity.
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Improve your management and interpersonal skills.
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Improve selling/purchasing skills.
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Increase your profitability and gain new opportunities.
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Negotiate in any situation with skills that will last
a lifetime.
Your success is directly
related to the outcome of your negotiations and the outcome of
your negotiations is an agreement. Your agreements can be strong or weak;
short lived or lasting; cooperative or hostile; favorable or unfavorable
– in short, the agreements you negotiate dictate:
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Whether or not you close an important sale.
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What you pay for goods and services.
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The terms of your purchase or sale.
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Whether or not you get a signature on a contract.
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Whether or not you gain a cooperative agreement or
adversaries who fight your every move.
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Whether to trade one of your conditions for a concession
or see your negotiations end in a stalemate.
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When you get right down to the bottom line, your
ability to make and keep any relationship depends on how well you
can negotiate an agreement.
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Nierenberg's Methods, Strategies And Gambits Work
For Anyone
We Prepare You To Achieve
Maximum Results
If you have an important or difficult upcoming negotiation, The Art
of Negotiating® seminar will prepare you to achieve maximum
results. This learning experience will have a lasting effect on your future
success. You will gain first hand information on how to refine your negotiating
skills with Mr. Nierenberg's methods.
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You'll learn techniques that neutralize surprises
or "ambushes" from the other side.
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You'll find the key to consistent and lasting results
from your negotiations - with proven alternatives you can adapt and
use immediately.
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You'll see how to read your opponent like a book -
unveil hidden meanings in conversations - and analyze your opponent's
nonverbal behavior.
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You'll discover why some negotiators succeed time
and time again - knowing how to select the proper negotiating 'climate'
to increase the odds of success.
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You'll be shown how the pros prepare for a negotiation
- how to rehearse your strategy so that both you and your opponent
come out a winner.
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You'll be given offensive/defensive strategies such
as crossroads (intersect, entwine, entangle), bracketing (how to make
and hit the mark), reversal (go forward or backward) and other effective
techniques.
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You and the other participants will demonstrate and
see for yourselves new alternatives that reduce the risk your negotiations
will deadlock.
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You'll learn what it takes to reinforce sustain a
negotiating success once it's achieved.
These are just some of the ways that the Art of
Negotiating® - Everybody Wins® seminar can improve your
negotiating skills. Below is a general outline for this seminar. Note
that seminars are custom-made to suit all of our clients.
Click
here to Contact the Negotiation Institute or Call
212-888-0053
Getting Ready to Negotiate |
- Finding your hidden assumptions, anticipating theirs
- The all important opening issues vs. objectives
- The right tools
- Maximum and minimum positions
- Check lists and special Nierenberg Preparation Map
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Getting What You Want - Nierenberg's Need
Theory of Negotiating |
- Satisfaction of needs
- Understanding/recognizing needs
- Changing win/lose positions
- Finding common interest
|
Using Questions and Listening to Control
Negotiation |
- Questions and Conversations
- Questions and anxiety
- How to formulate questions
- Question matrix
- Essential functions of questions
- Using functional questions to close
- Use a customized question map for preparation
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Tools for Using Creativity in Your Negotiation |
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How to Control Negotiation Conflict by Controlling
the Climate |
- Elements of climate, attitude, Meta-Talk, gestures
- Typical climates and how to predict them
- Experimentation in creative negotiating climates
- 92 working climates you should know
|
Reading Non-verbal Communications |
- Meta-Talk (hidden meanings) and how it applies to negotiating
dialogue
- Reading gestures, feelings, expressions, mannerisms
- Loaded words
- Ear-opening methods
- Type of room, type of table and seating arrangements
|
Evaluate Negotiating & Improve Skills |
- Reason for failure
- Skills needed for success
- Demonstration of skills by participation
- Real estate examples
- Checklist for buyers and sellers
- Prices considerations
- Caucus with your team
- Buying-selling considerations
- Varieties of contract
- Labor-management
agreement
- Mergers and acquisitions
- Internal corporate negotiating
- Make your negotiation competence appreciated and recognized.
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Special Tactics and Counters |
- Limited authority
- Deadline
- Low-balling
- Partnership
- Blackmail, kidnapping-hostage tactics
- Personalize
- Non-negative demands (and others)
- Sole source supplier
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Using & Countering & Major Strategies |
- Good guy/bad guy
- Forbearance
- Fait accompli
- Bland withdrawal
- Last clear chance
- Reversal, feigning, setting limits
- Randomizing
- Association and disassociation
- Crossroads
- ...and many more
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Making the Agreement Stick |
- Make agreements
in spite of competition
- The marks of a successful negotiation
- Making one agreement lead into the next
- Flexible and internal procedures
- Plugging the "holes" In an agreement
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Negotiation Philosophies - Everybody Wins® |
- Is your negotiating philosophy serving you?
- Appraising your negotiating philosophy
- Cooperative process - Success
- Negotiation is not a game
- Reaching a life balance
- When to stop
- You can change your philosophy to create successful conclusions
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