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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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Negotiation Skills Seminars
for Women
Women and the Art of Negotiating®
The Negotiation Institute proudly offers its
seminar for women, Women and the Art of Negotiating®,
a world-renown blueprint for skillful and successful negotiation. This
workshop helps you develop your own checklist, guidelines and insights
into a complex world of varying people and their differing needs.
Women Negotiating
in the Business World
Reality has it that women negotiating in the business world
encounter different context-based challenges than men. Our seminar will
help you develop negotiating techniques that will satisfy your own needs
and the needs of those with whom you negotiate. In all cases you will
be building from the skills and experience you already possess.
Women Benefit
from this Seminar
Designed by the world's foremost authority on negotiation,
this seminar is both powerful and empowering for women. In the Women and
the Art of Negotiating® seminar, we will:
- Learn that the traits usually attributed to women – concern
for others, creating community, attention to body language, flexibility,
searching for alternatives – are all essential elements
in a successful negotiation.
- Provide you with the basic concepts and skills necessary for
all types of successful negotiation.
- Involve you in the broadest spectrum of negotiating situations
and applications necessary to cope with a rapidly changing world.
- Enable you to overcome basic problems that might otherwise prevent
you from developing your own negotiating skills and techniques.
- Allow you to continue to grow in the negotiating process.
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Click
here to Contact the Negotiation Institute or Call
212-888-0053
The following is a general outline of the negotiation
skills for women seminars:
Negotiating Conceptual Framework Experience
& Process |
The Women and the Art of Negotiating®
seminar provides a framework for approaching the business world,
managing at all levels, getting in and out of deals and buying and
selling such as in real estate, the law, collective bargaining,
government operations, and purchasing.
It also integrates current and past concepts, the breadth of one's
negotiating experience, methods of agreement, and emphasizes that
negotiating is not a game but rather a lifelong process. |
How To Prepare For Agreement |
- Fact-finding
- Hidden assumptions
- Categories of hidden assumptions
- Assumption making process
- Opening and closing
- Subject matter - objectives and issues
- Maximum and minimum positions
- Team composition
- Agenda
- Implementation - enforcement
- Self evaluation
- Map for preparation and checklists
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How To Get What You Want -
Nierenberg's Need Theory of Negotiation |
- Satisfaction of needs
- Recognizing needs
- Changing win - lose stands
- Finding common interest
- Varieties of application
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Overcoming Barriers for Successful Negotiations |
- Selective listening
- Rationalization
- Displacement
- Repression
- Self image
- Loaded words
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Climate of Negotiations -
Recognizing & Developing their uses |
- Understanding the climates
- Use of climates - Before during and after negotiation
- Experiment in creating a negotiation climate
- Love vs. hatred
- Trustworthy vs. suspicious
- Supportive vs. defensive
- Empathetic vs. neutral
- Cooperative vs. incompatible
- and 92 other climates
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Complete Uses of Climates & Their Components |
- Attitudes
- Meta-Talk
- Gestures
- Strategies and tactics
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Reading Non-verbal Communications |
| Non-verbal communication plays a role
in successful interactions. This seminar will show you how to understand
the hidden verbal and nonverbal responses from the other side to determine
whether alternative strategies and tactics are appropriate. It will
also show you how to recognize nonverbal gestures and gesture clusters. |
Understanding the Hidden Meanings in Conversation
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Meta-Talk |
- How conversations reveal much more that intended
- Ear Opening - methods and experiences
- Meta-Talk and gestures with attitudes and relationships
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Strategies, Tactics and Counters - With Life
Illustrations |
- Forbearance - Waiting in haste
- Surprises - Sudden shifts in timing
- Fait Accompli - Now what can you do?
- Bland withdrawal - Who me?
- Apparent withdrawal - The man who wasn't there
- Reversal - You can go forward, backward
- Limits - This is the absolute end
- Feigning - Looking to the right, go to the left
- "How" and "Where" Strategies and Tactics
- Participation - We are friends
- Association - Endorsement
- Disassociation - This is your friend
- Crossroads - Intersecting, entwining, and entanglement
- Blanket - Shotgun
- Randomizing - Out bluffing by chance
- Random sample - Fibbers can figure
- Bracketing - How to make and hit the mark
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Using Strategies & Counters |
- Expectations
- Agent with limited authority
- Deadlines
- Good guy, bad guy
- Personalize
- Low-balling
- Labor management techniques
- Intentional misunderstanding
- Last clear chance
- Plateauing
- Blackmail, kidnapping, hostage situation
- Face-saving
- Non-negotiable demands
- Sole source supplier
- Applications of the above
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Evaluation of Negotiations & Improvement
of Skills |
- Reason for failure
- Skills need for success
- Demonstration of skills by participation
- Checklists for buyers and sellers
- Thinking persons selling is negotiation
- Buying - Selling considerations
- Price considerations
- Caucus
- Variety of contract
- Real estate
- Labor - management
- Mergers and acquisitions
- Internal corporate negotiating
- Make your competence recognized
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Negotiating Philosophies |
- Is your negotiating philosophy serving you?
- Appraising your negotiating philosophy
- Cooperative process - success
- Not a game
- Reaching a life balance
- When to stop
- Negotiating philosophy can be learned
- Interrelationship of negotiating process
- Everybody Wins®
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