Negotiation Skills Seminars for Women

• 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.

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.

• 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

• Satisfaction of needs


• Recognizing needs


• Changing win - lose stands


• Finding common interest


• Varieties of application

• Selective listening


• Rationalization


• Displacement


• Repression


• Self image


• Loaded words

• 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

• Attitudes


• Meta-Talk


• Gestures


• Strategies and tactics

• How conversations reveal much more that intended


• Ear Opening - methods and experiences


• Meta-Talk and gestures with attitudes and relationships

• 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

• 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

• 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

• 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®