Negotiation Skills Training

Entertaining negotiation skills training programs for conflict management, sales

To emulate the best practices of the most successful negotiators
• To improve basic and advanced negotiation skills
• To increase the speed and effectiveness of agreements
• To understand and manage expectations and emotions

Beginning with the end in mind: Win-win negotiations

• The Art of Negotiation: Gaining agreement
• Advanced Negotiation Strategies
  Managing Expectations and Emotions

The seven characteristics of top negotiators

1. They are confident
   They see themselves as capable of getting the job done.
2. They are courageous
   They work to confront the fear that holds most salespeople back.
3. They are committed
   They believe in their companies, their products and services, and their customers.
4. They are professional
   They see themselves as a consultant, not salesperson.
5. They are prepared
   They research and review every detail before each sales call.
6. They are continuous learners
   They read, listen to tapes and take additional training.
7. They are responsible
   They see themselves as the president of their own professional sales company.

The Art of Negotiation
The characteristics of top negotiators
• How to reach a win-win conclusion?
• Starting with the end in mind: Defining the outcome
• Positional bargaining
Listening like a leader
• How to avoid robbing people of their uniqueness
• The truth about trust
• How to make sure people feel heard
Effective questioning strategies
• Identifying needs
• Preparing your questions in advance
• The key to persistence
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Dropping your judgments and raising your insights
• Are you losing your effectiveness by making people wrong?
• Understanding and being effective with difficult personalities
• Examining the common agendas: Planning for success
Negotiating through specific issues
• Employee evaluations
• Disciplinary actions
• Property and contract disputes

Advanced Negotiation Strategies
Managing Expectations and Emotions
The third alternative
• Changing the game: Negotiating on merits
• Developing multiple options
• Accepting one-sided losses
Neutralizing hardball tactics
• Making demands and skillfully accepting concessions
• Avoiding a contest of will
• Separating the people from the problem
How to advance a negotiation that stalls
• Maximizing your strengths and minimizing your weaknesses
• Creating actions to move forward
• Controlling the pace

Uncovering their true motives
• Discovering implicit vs. explicit needs
• Accessing risk thresholds
• Reading between the lines
How EOV works (exchange of value) in the negotiation process
• Explaining your value: Core concepts and critical beliefs
• Refocusing outcomes: How to turn a loss into a win
• Leveraging relationships and creating advocates