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Negotiation Institute Inc.
Empire State Building
350 5th Ave, Ste 5701
New York, NY 10118
Email:gerardn@negotiation.com
Phone: 212.888.0053
Fax: 212.888.7775
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Environmental Regulatory Negotiations
- Everybody Wins® Seminars
The Environmental Regulatory Negotiations
- Everybody Wins® Seminar is a program that is designed for
regulatory affairs personnel and others with responsibility for representing
their company/agency before regulatory agencies or other companies.
The seminar is for all professionals
seeking to enhance their skills in all aspects of negotiation with industry
officials, local, state, federal agencies and not for profit organizations.
Topics covered include the basic ingredients
to negotiations, improving personal skills, negotiation
strategies and techniques, problem solving, as well as other important
skills needed for successful outcomes in environmental Negotiations. Environmental
Regulatory Negotiations - Everybody Wins® Seminars include
the outline below. You can get in touch with us here:
Click
here to Contact the Negotiation Institute or Call
212-888-0053
Program Agenda - What is Negotiation |
| The first part of the Environmental Regulatory
Negotiations - Everybody Wins® Seminar answers the questions
"What is negotiation?" Learn about the basic ingredients
to negotiation, get real life examples, and acquire negotiation skills
through application of negotiation theory. |
Improving Personal Skills |
- Finding hidden meaning by reading gestures, feeling, expressions
- and verbal mannerisms
- Loaded words
- Seating arrangements, etc.
- Hidden meaning in what we say: Meta-Talk
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Questions & Listening -
Control Negotiation Through Your Questions |
- Questions and stalemates
- Questions and anxiety
- Formulating questions
- Five functions of questions
- Closing with functional questions
- Questions matrix
- Question map for preparation
- Applications
Case Example
Negotiating internally with your organization for resources for
your environmental programs. |
Techniques - Preparing for Negotiation |
- Find your hidden assumptions and anticipate theirs
- The important opening
- Nierenberg's preparation map shows contents of a negotiation: subject matter, objectives, issues, positions, fact finding and agenda
- Nierenberg's Need Theory: Understanding negotiating behavior
- Checklist for different negotiations
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Tactics & Counters |
- Agent with limited authority
- Deadline
- Low Balling
- Plateauing
- Hostage saving
- Personalizing
- Non-negotiable demands
Case Example
Negotiating your share of Superfund site costs. |
Getting What You Want - Nierenberg's Need Theory of Negotiating |
- Basic needs
- Recognizing needs
- Finding common interests
- Satisfaction of needs
- Buying-selling considerations
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Strategies & Counters |
- Good guy-bad guy
- Forbearance
- Fait accompli
- Bland withdrawal
- Reversal and feinting
- Limits
- Association and disassociation
- Randomizing
- Crossroads, and many more
Case Example
Negotiating with enforcement officials. |
Climate Control for your Negotiations |
- Favorable and unfavorable climates, attitude, Meta-Talk, and
gestures
- Typical climates and how to use them
- 92 working climates
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Negotiating Problem Solving |
- Cooperative agreements
- Role-playing
- Psychodrama
- Conferences
- Homework
- Art of Creative Thinking™, Project KickStart™ Software
Case Example
Negotiating government grants and contracts. |
Evaluations, Philosophies & Workable Ethics |
- Reason for failure
- Success skills
- Learning by doing
- Caucusing
- Building your competence
Case Example
Negotiating with organizations, which may not be friendly toward
your activities. |
Moving Your Opposers |
- From defensiveness to openness
- Suspicion to evaluation
- Reassurance to readiness
- Negotiating new rulemakings and their interpretation as they
apply
- Territorial dominance to cooperation - and 46 more opposing
attitudes in all
Case Example
Negotiating new rulemakings and their interpretation as they apply
to your operations. |
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