The Art of Successful Negotiation

Negotiation Training by Dr Rick Goodman

Unleash Your Negotiation Potential:

Empower Yourself with Practical Approaches and Tools

Whether it’s allocating resources for a project, funding a new initiative or establishing a supply chain for a new product or service, negotiation is inevitably at the heart of the process. But few people understand the structure, techniques and approaches available to them as they seek to positively influence an outcome.

This hands-on two day seminar gives you a step-by- step guide to effective negotiation. You must identify the problem, understand it from the other’s perspective, generate alternative solutions and select a solution that benefits both sides. All parties need each other to achieve their goals. Negotiation focuses on solving the problem and closing the gap between what both parties want.

The Art of Successful Negotiation Material:

Module 1: The Process of Win-Win Negotiations

Overview
Understanding the win-win or problem-solving approach to negotiation
The two elements of any negotiation
Negotiation strategies: hard, soft, problem-solving
Reaching an agreement is not the only goal

Module 2: Understanding and Utilizing Basic Negotiation Concepts

Interests/needs
- Organizational needs
- The influence of the individual negotiator’s needs
Positions
Issues
Constituencies
Alternate currencies
Compromises
WAWAs
Three phases and five stages in negotiation
Planning your negotiation and putting it all together

Module 3: Communication Skills for Negotiators: Rapport Building

Active Listening Skills
- Capturing the essence
- Paraphrasing content
- Reflecting emotions
- Body language
Understanding Different People Styles
- Understanding your own style
- Recognizing a different communication style in another
- Flexing your behavior to accommodate the other person’s style
Matching Behavior
- Body, facial, vocal
Acknowledgement and Validation Skills

Module 4: Communication Skills for Negotiators: Speaking Compellingly

Managing Your Voice in Negotiation
- Speed, pitch, volume, and intonation
Use of Silences and Pauses
- When and how long to pause
- When to stop talking
Language Skills
- Using neutral language
- How to use words and phrases to move the other party toward you
- Re-framing
Questioning Skills
- Asking questions
- Open ended questions and their uses
- Closed and definitive questions and their uses
- Responding to questions
- How to respond
- When not to respond to a question
Assertiveness Skills
- When and how to assert yourself
- Different kinds of assertiveness
- Drawing boundaries
- Expressing displeasure
Nonverbal Communication
- Body, position, face, eyes, head

Module 5: Meeting Special Challenges

Dealing with tactics
Overcoming deadlock

Module 6: Follow Up – Holding the Agreements in Place – The Forgotten Element in Negotiations

Recognizing the importance of follow-up in maintaining successful agreements after negotiations.
Learning proven strategies and techniques for effectively holding agreements in place.
Understanding potential challenges and obstacles that can arise post-negotiation and how to address them.
Developing an action plan for ongoing communication, monitoring, and reinforcement of negotiated agreements.

Module 7: Applying the Model to Your Own Negotiation

Applying the negotiation model learned throughout the course to real-life negotiation scenarios.
Analyzing and identifying key elements and variables in your own negotiation situations.
Practicing the step-by-step guide to effective negotiation in a personalized context.
Receiving personalized feedback and guidance on how to improve and refine your negotiation skills based on your specific challenges and objectives.