Overview
We all negotiate every day, whether we realize it or not.  Yet few people are ever taught how to negotiate.  And if we do learn how to negotiate on the job, we probably learn from someone who practices the traditional adversarial approach.  This old school, win-lose approach is only suitable for one-off negotiations.

Most of us are expected to negotiate effectively with vendors, customers, and partners repeatedly over a long period of time.  We need to achieve good results for our side while maintaining a healthy, long-term relationship with our negotiating partners.  In today’s world, a win-win outcome is the only acceptable result. 

While we hear much talk about the coveted win-win outcome, the fact is this result             is not common.  Most negotiations will never result in a win-win outcome because of certain common negotiation mistakes and misconceptions.  Armed with the right strategies and techniques, you can greatly increase the probability of negotiating a win-win agreement.

This practical and interactive one-day workshop is based on the “principled negotiation” approach developed at Harvard.  Facilitated by David Goldwich, a trained lawyer and mediator, this program focuses on preparing for negotiation and provides a framework for negotiating win-win outcomes.

Who Should Attend
Managers, supervisors, lawyers, purchasing agents, executives, sales and marketing staff, customer service representatives, administrative and technical staff, and anyone who deals with others can benefit from this negotiation skills program.

Objectives

• Understand the elements of the “principled negotiation” approach
• Learn how to use anchor points to your advantage
• Understand the characteristics of win-win negotiators
• Distinguish interests from positions and learn how to identify hidden interests
• Learn how to leverage on differently valued currencies of exchange   
• Learn to create options to maximize the chances for a win-win outcome
• Understand your alternatives and the power of your BATNA
• Learn to use a seven step checklist to systematically prepare for any negotiation

Methodology

• Presentation/discussion
• Simulations
• Skit
• Interactive sessions

Workshop Outline
The workshop content is as follows:

• Introduction
  • How do you negotiate? 
  • The “principled negotiation” approach
  • Using anchor points to your advantage
  • Currencies of exchange, and how to leverage them
  • Negotiation simulation I  

• Characteristics of Win-Win Negotiators
  • Asking questions
  • Listening
  • Persuasiveness
  • Explaining before disagreeing
  • Empathy
  • Lateral thinking
  • Dealing with an impasse
  • Lateral thinking exercise
  • Negotiation simulation II

• A Seven Step Negotiation Checklist
  • Skit
  • Your seven step negotiation checklist
  • Interests vs. positions
  • Options
  • Alternatives and Your BATNA
  • Rationale
  • Communication
  • Relationship
  • Implementation

• Putting it all Together
  • Lateral thinking exercise
  • Negotiation simulation III