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Coach, negotiation expert, and author Lisa Gates demonstrates the skills empowered communicators use to achieve mutual benefit at the negotiation table. The course delivers repeatable strategies for negotiating common issues such as asking for a raise, setting fees, promoting teamwork, and bringing out the best in those you manage. Along the way, discover how to use interest-based negotiation, distributive bargaining, diagnostic questioning, and conflict resolution to handle both simple and complex negotiations.
What is your biggest source of power in any negotiation?
How to redraw the boundaries of a negotiation in your favor.
How focusing on the upside improves your deal.
It's better to receive the first offer than to give it. Honesty is the best negotiating policy. Don't ever let them see you sweat. Professor Neale cheerfully debunks these common beliefs as she shares the results of empirical research on negotiating strategies and the process of "mutual influence" that drives negotiation. In fact, making the first offer can set the bar high-to your advantage. Being honest about your bottom line can backfire. And emotions can play a powerful role in negotiations.
Before you begin, be clear about your goal. Is it to get as much value out of a deal as possible? To develop a relationship and create value for both parties? Or simply to win-a dangerous goal! In any case, you need to determine three things: your bottom line, your optimistic target, and your alternatives if the deal fails. Try to figure out the same of your negotiating counterpart. The more prepared you are, the more flexibility you have in negotiating strategies. In the end, don't settle for just any deal. Work to get a good deal-or it's no deal.
In everyday life, negotiation is an important communication skill. This program explores the fundamentals and intricacies of the negotiation process through a fictional scenario of a high school teacher attempting to organise a training camp for her basketball team with her travel agent.
The program explores the five stages of the negotiation process, including preparation for negotiation, negotiating, bargaining and confirmation.
This program presents a clear and useful lesson on negotiating whilst highlighting that good communication skills are essential to the negotiation process.
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Learn why more and more negotiations are being conducted by teams, rather than individuals.
With Stephen Kozicki, Australia.
Stephen Kozicki is the bestselling author of 'The Creative Negotiator' and a leading business educator. He studied Advanced Negotiating Skills at Harvard University, Boston, USA.
Stephen Kozicki is Australia's leading specialist in 'breakthrough business strategies'. Stephen is a highly sought after presenter on a range of business development topics.
Areas of specialisation include Negotiating with Style, Strategic Account Management, Effective Presentation Skills and Dealing with Cross-functional Teams.
This program outlines four aspects of the negotiation process, common mistakes, the role of creativity and gender differences.
With Stephen Kozicki, Australia.
Stephen Kozicki is the bestselling author of 'The Creative Negotiator' and a leading business educator. He studied Advanced Negotiating Skills at Harvard University, Boston, USA.
Stephen Kozicki is Australia's leading specialist in 'breakthrough business strategies'. Stephen is a highly sought after presenter on a range of business development topics. Areas of specialisation include Negotiating with Style, Strategic Account Management, Effective Presentation Skills and Dealing with Cross-functional Teams.
How to gain credibility-and the most common way to lose it.
As a former federal mediator, Pat Cleary has been involved with just about every kind of negotiation. In this entertaining presentation, he shares gems of wisdom from his nearly 20 years of hands-on dispute resolution. Pat describes common negotiation mistakes that unnecessarily complicate solutions and can prevent you from getting what you want. He then provides practical, effective methods that you can use to sidestep the pitfalls and stay focused on getting the best deal possible. He explains how to test stakeholder commitment on the issues, what you should always take off the table, and when to recognize that "no" doesn't mean "no," and "final" doesn't mean "final."
Why you might knowingly and voluntarily take a bad deal.
Negotiations have two dimensions: the creation of value, and the claiming of that value. Negotiators often focus on the value-claiming side, destroying value-creation opportunities in the process. Professor Neale describes the disastrous outcomes that result when negotiators' antagonism and pride obscure their own best interests. She explains how to focus instead on three critical data points: your reservation price, your aspiration price, and your best alternatives to an agreement. You can get a great deal-or you can walk away. Either way, you win.
Margaret Neale is the Director of the Negotiation and Influence Strategies Executive Program at Stanford. She is known worldwide for her dynamic coaching on both the MBA and executive levels. Dr. Neale is the co-author of three books, including "Negotiating Rationally," and is featured in the award-winning Stanford Video Guide to Negotiating, also available from Kantola Productions.
Based on research into effective negotiation techniques, this drama-based programme features a typical negotiation, taking a two-phase approach: preparation and bargaining. It clearly demonstrates how effective preparation and bargaining will give you the required result, leaving both parties feeling that they have got a good deal.
Each phase is broken down into easily managed modules, providing a framework that you can apply to every negotiation. You can also use it to train your staff to take negotiations from the initial planning stages through to a successful win-win outcome.
Negotiations: Solving the Tough Problems will increase not only your comfort level with negotiations but it will also increase your overall effectiveness as a negotiator.
Much has been written about the art and science of negotiation over the years but little has focused on overcoming the tough problems people face during their negotiations. Whatever your industry or product, the concepts in this program, Negotiations: Solving the Tough Problems, will increase not only your comfort level with negotiations but it will also increase your overall effectiveness as a negotiator.
Effective negotiation skills are a rare and very valuable ability to have, learning to overcome the problems most negotiators face will put you a step or two ahead of your competition. Knowing how to handle these sometimes awkward and difficult situations also puts you in a position to build rapport, develop lasting relationships and develop mutual trust with the other party.
By the end of this program, participants will be able to:
Identify some of the toughest problems negotiators face.
Determine specific steps to overcome even the toughest negotiation problems.
Savvy-minded communication and negotiation expert and author Ed Brodow lets you in on a convincing three-step formula for negotiating what you want in a way that's fair to both you and the other party involved. It's called win-win negotiating. In this DVD, Ed explains how to separate people's actual needs from the position of need that they are creating - for honest negotiation. He also explains how to explore options for mutual satisfaction and finally how to create solutions based on areas of agreement.