The Art of Negotiating for Lobbyists

The Art of Negotiating^® for Lobbyists seminar deals specifically with the negotiations that occur in this dynamic industry, especially between government relations professionals and individuals who influence policy. 

Lobbying is essentially negotiation—the ultimate goal of a lobbyist is to cultivate a long-term relationship with “customers,” and sales negotiation principles are necessary for success in this industry. Lobbyists will learn basic to advanced negotiation strategies and tactics including the importance of preparation, knowledge of parties, the art of listening, identifying the interests of legislators and those of the opposition, and how to handle a variety of obstacles that arise in these negotiations.

With The Art of Negotiating^® for Lobbyists Seminar, participants will learn to:

• Build a strong rapport and relationships for short-term and long-term success
• Prepare effectively for negotiation
• Understand the language, ethos and customs of the legislature
• What to do and not to do when testifying
• The art of listening
• Identifying the interests of legislators and those of the opposition
• How to understand and handle a variety of obstacles that arise in these types of negotiations
• Adapt to different social styles
• Develop positive negotiation attitudes
• Recognize and practice non-verbal communication
• Ask questions and explore the needs of the other party
• Identify and successfully respond to negotiation tactics
• Deal with client reactions