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Seasoned Professionals
Every day the pressures to improve your deals escalate.
You can't burn bridges and your reputation is increasingly at stake.
The pressures to strike even better deals narrows your vision along win/lose lines.
The Negotiation Advantage ™ broadens your vision and expands your range – more options, better solutions, greater outcomes.

 

 

 

                                                 Description      Objectives      Outline


Negotiation Advantage™ Seminar

Course Objectives

PRE-PLANNING
   • What Not to Forget
   • Intelligent Information Gathering
   • Assumptions Anyone?
   • Separating People from Problems
   • Finding the Other Side’s Soft Spots
   • Interests vs Positions
   • Lining Up Your Team

BUILDING YOUR APPROACH
   • Tapping Your Natural Resources
   • Tactics and Improving Tactical Skills
   • Finding Hidden Leverage Points
   • Time Factor -When and How to Work It
   • Neutralizing The Competition
   • Seeing “You” from Their Perspective
   • Unstated Goals – Land Mines or Gold Mines
   • One-Off vs. Recurring Deals
   • Salvaging a Bad Move

DEFINING AND SETTING TARGETS
   • Must Haves vs Want to Haves
   • Expectations vs Outcomes
   • Risk Taking vs Risk Avoidance
   • Assessing the Other Sides Risk Quotient
   • Negotiation Styles
   • Profile of a Good Negotiator

NEGOTIATING
   • How to Avoid Traps
   • Using Which Tactic and When
   • Tactics vs Ethics
   • Countermeasures
   • Deadlocks – Breaking or Making
   • Working Together to Create Options
   • Guarding Against Tricks & Tactics
   • People who Refuse to Play By the Rules
   • The Right Way to Make Concessions
• Winning Concessions

ADAPTING TO CIRCUMSTANCES
   • Selling / Purchasing / Customer Service
   • Management / Employee Relations
   • Real Estate Transactions
   • Legal, Contractual Negotiations
   • Conflict Resolution
   • Technical / Engineering / Design
   • Inter-Organization
   • Joint-Ventures / Strategic Alliances
   • Personal Transactions & Relations

INTERNATIONAL NEGOTIATIONS
   • Negotiating Across Cultures
   • Neutralizing and Exploiting Differences
   • Internet Based Negotiations Around the World
   • American Strengths and Weaknesses
   • Negotiating with Asian Cultures

MAKING STRONG, ROBUST AGREEMENTS
   • Assumptions – Good and Bad
   • Satisfaction for Both Parties
   • When and How to Make Concessions
   • Deal-Making that Holds Up
   • Building Trust, Goodwill and Rapport

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