Negotiation Principles, Planning, Strategies and Tactics

Module 1: Negotiation Principles.

In this module we’ll feature Dr. Chester Karrass who is one of the world’s most famous instructors and authors on the topic of Negotiation and his influence that he’s had on the foundation of this training.

We’ll explore the differences between competitive and collaborative negotiating and discuss the best time to use one or the other or a hybrid approach.

We’ll discuss the types of negotiation power and how obtaining it is the key to persuading the other side.

One superpower is being a likeable person! We’ll explore this Dr. Cialdini principle and several other traits of superhero negotiators.

Lastly, we’ll introduce the concept of a negotiation center of excellence and the advantages that this structure can bring to an organization.

Module 2: Negotiation Planning.

In this module you’ll learn about market intelligence gathering and we’ll introduce you to macro and micro market intelligence sources that will be the foundation for developing a negotiation plan.

We’ll talk about our positions in the negotiation plan. What should we open with? Where should we anchor? And lastly, when should we walk away and utilize our Best Alternative to a Negotiated Agreement or BATNA.

Lastly, we’ll introduce a concept used by large companies for delegating negotiation authority and controlling risk.

Module 3: Negotiation Strategy and Tactics.

In Karrass’s Book “Give and Take”, he describes over two hundred tactics used in negotiations. We highly recommend his books and seminars as great foundational training on the topic. For this module however, we’re going to introduce just a few tactics that we believe are most effective at delivering results and used by the best negotiators every day.

Please keep in mind that the use of any tactics should be complimentary to a solid negotiation plan. Being great at tactics won’t make up for a lack of preparation! Also, the best negotiators strategically use a variety of tactics at different stages of the negotiation. We often say, don’t be a “one trick pony” or “predictable”.

Module 4:  Other Negotiation Topics.

In this module we’ll cover a variety of topics starting with business ethics. Corporate negotiators need to align to a high standard. We’ll test you with several scenarios.

We’ll discuss the importance of competition and several ways to create it when lacking options.

Titles and status have a way of intimating us. Don’t let it. You may be a kitten, but your negotiation planning skills learned in module 2 have made you a lion.

Virtual negotiations are the new normal. We’ll provide tips from the best negotiators on how to navigate the new environmental challenges.

Knowledge is power! Ask good questions before and during negotiations to gain the competitive edge. The best negotiators couple asking questions with reading body language.

We’ll discuss the best way to break deadlocks and make concessions.

Practice, practice, practice. We’ll showcase a company called Mursion used by large companies for negotiation simulations with Avatars.

We’ll introduce eAuctions and when it’s best to consider these tools for negotiating price through competitive bidding.

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