This three-day advanced
negotiations seminar is a combination of our Basic Negotiation
Skills and Interpersonal Skills for Effective Negotiations seminars
with an emphasis on international situations.
Module 1: The Process
of Win-Win Negotiations
Overview
Understanding the Win-Win or Problem-Solving Approach to
Negotiation.
The Two Elements in Any Negotiation
Negotiations Strategies - Hard, Soft, Problem-Solving.
Reaching 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. 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
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
Languaging Skills
- Using neutral language
- How to use words and phrases to move the other party toward
you
- Reframing
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: Negotiating
in an International Environment
- Five Factors in Cross-Cultural Negotiations
- Individualism vs. Collectivism
- Role Orderliness and Conformity
- Patterns of Communication
- Use of Time
- Use of Space
- Negotiating with Americans
- Strategies for Negotiating Cross-Culturally
- Notes on Setting Up an International Joint Venture
Module 7: Follow Up -
Holding the Agreements in Place - The Forgotten Element in
Negotiations
Module 8: Applying
the Model to Your Own Negotiation
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