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Onsite Seminar

Negotiations & Collaboration

Power Negotiations: Unlock Your Powers of Influence and Persuasion

Becoming an effective negotiator begins with understanding the negotiation process and how to conduct a successful negotiation. Learn a step-by-step process for preparing, planning and conducting a successful negotiation. In addition to exercises and real-world examples, this seminar provides an opportunity to practice what you've learned through developing a negotiation strategy and conducting an actual negotiation. Following the negotiation simulation, a debriefing clarifies the learning points.

Who Should Attend

Purchasing and supply management professionals and others who desire to build or improve negotiation skills and techniques that are critical in the competitive marketplace.

You Will Learn
  • To identify the underlying interests of all parties and develop solutions to meet all parties' interests
  • To assess positions of strength for all parties and establish objective standards for determining the fairness of solutions
  • How to take advantage of the windows of opportunity
  • To incorporate these skills into a negotiation strategy and conduct an effective negotiation
  • Techniques for effective communication
  • How to identify the elements of a difficult negotiation situation
  • How to recognize negotiation tactics and respond appropriately
  • Strategies and tactics to break through negotiation roadblocks
Course Outline
  1. The foundation of negotiation: What, why and when; Different negotiation philosophies and styles
  2. The negotiation preparation process: Identifying interests versus positions; Exploring different ways to meet the interests of all parties; Developing win-win proposals and concessions; Determining walk-away alternatives to decide when to stay and negotiate and when to leave; Assessing positions of strength and using that assessment to conduct the negotiation; Identifying objective standards to ensure the fairness of proposals
  3. Strategy development: Using results of preparation to develop an integrated strategy; Who negotiates; When to negotiate; Where to negotiate; How to operationalize the plan; The importance of identifying key stakeholders, their interests and buy-in
  4. Developing an effective negotiation style: The attributes of a good negotiator and how you can develop them
  5. Conducting the negotiation: Putting your strategy into action; Getting verbal agreement; Putting it in writing
  6. Communication techniques: Active listening; Types of questioning styles; Expressing views effectively; Identifying assumptions and assessing validity
  7. The power of alternatives to a negotiated agreement: To reveal or not to reveal; How to confirm the other party's walkaway alternative; How to increase your negotiating power by developing your walk-away alternative
  8. Positions of strength: Improve your ability to assess a situation and identify all of the issues that give each party their strength; Improve your ability to use this information in the negotiations
  9. Negotiating tactics/styles: Different types of tactics; How to recognize them; How to counteract them and get things back on track
  10. Elements of complex negotiation situations: Reactions and emotions; Entrenched positions; Lack of focus on win-win; Perceptions of power
  11. Dealing with complex negotiations: Sole source; Single source; Team negotiations; Conflicting negotiating styles — when win-win meets win-lose; Locked positions; Raging emotions; Backdoor selling; Negotiating with friends as suppliers; Lack of authority; Ineptitude; High pressure; Negotiation settings
  12. Post-negotiation performance