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Environmental Regulatory Negotiations Everybody Wins® Seminars
The Environmental Regulatory Negotiations - Everybody WinsŪ 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 WinsŪ 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 WinsŪ 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
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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
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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
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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
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Case Example
Negotiating government grants and contracts.
Evaluations, Philosophies & Workable Ethics
- Reason for failure
- Success skills
- Learning by doing
- Caucusing
- Building your competence
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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
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Case Example
Negotiating new rulemakings and their interpretation as they apply
to your operations.
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