What’s the Challenge?

Imagine being such an accomplished negotiator that everyone involved in the negotiations walks away satisfied. Trust-Based Negotiating™ training develops the skills participants need to become that negotiator. Over time, many of us develop bad negotiating skills habits that impede our ability to succeed when dealing with others. We teach negotiating skills that will lead to the highest probability of success that help professionals get negotiations techniques started on the right foot and enable them to keep them flowing, even when unexpected conflict threatens to derail negotiations. With these improved negotiating skills, participants can focus on aiming high during negotiation seminars while not having to worry about manipulative tactics that are so often used by dishonest negotiators.

Key Take-Aways:

  • Apply a stronger negotiations model focused on higher aspirations
  • Recognize key mental blocks that result in poor negotiations, and avoid them.
  • Be able to come systematically closer to a win-win outcome
“He who has learned to disagree without being disagreeable has discovered the most valuable secret of a diplomat.”  – Robert Estabrook

“He who has learned to disagree without being disagreeable has discovered the most valuable secret of a diplomat.” 
– Robert Estabrook

Core Modules Include:

Pre-session: brief online assessment of negotiation style/ability and program goals and a short 3 page pre-reading.

Better Planning: 9 times out of 10 the one who does the best planning is the one who gets the better deal but sadly many do not adequately plan. We will develop an effective plan and strategy for any negotiation, learn how to set and achieve targets using BATNA (best alternative to a negotiated agreement) as well as WWW (wish want and walk), and better understand the psychology of anchors and concessions that cause frequent errors in negotiation openings.

Style Analysis: We all have preferences in how we deal with conflict and disagreements in negotiations, but the ability to respond strategically, and not simply with an ad hoc reaction, allows us to maximize potential value— to use the tension to expand the possibilities, rather than leading to excessive competition, accommodation, or avoidance. To do so we will use Killmann Diagnostic style profiles to better understand our, and our partners’ negotiating preferences, so that we may better read behavior styles to maximize closure.

Dynamic Deals: How can we best get the information we need, avoid revealing too much too early, and build the trust necessary to expand the field of options? With the aim of achieving a stronger win-win, this module helps us to recognize interests and issues and avoid unnecessary positions, to use techniques that pull information from the other parties, and to learn how to build trust into the more complex relationships that are part of negotiations today. Building on these techniques we will explore how to generate options that go beyond distributive and competitive and begin to reach the level of integrative negotiating.

Overcoming Obstacles: Not everyone plays fair. How do we overcome the use of manipulative tactics and still achieve positive outcomes? This module shows us how to know when and when not to negotiate, how to neutralize manipulative tactics with the power of legitimacy, knowledge, and motivational pressure, and lastly how to be positively assertive in the face of a difficult situation, in order to move deals towards a strong actionable closing. Particular focus will be given to how o avoid las minute traps, and how to ensure strong follow through and internal deal acceptance on both sides of the table.


Sample Activities:

  • Online Pre-Assessment (includes needs assessment and negotiation style assessment) .
  • Negotiation case simulations with recording and feedback
  • Pre-negotiation strategy planning (with templates)
  • Better questioning techniques practice
  • Negotiation style planning
  • MEO development
  • BATNA planning

Optional Modules:

Advanced Negotiating Techniques: This module expands on existing skills and explores more nuanced and detailed techniques: in particular how to better apply gain and loss psychology in concession seeking/deal framing, and how to work towards positive integrative solutions through the creation and use of MEOs (multiple equal offers).

Intercultural Negotiation: Context, character, and culture all affect how we approach and succeed in negotiations. While context and character are well covered in traditional negotiating seminars, culture is often overlooked. In this module we will take a deeper dive into specific research based cultural issues faced by participants (customized depending on location).

Internal Negotiation: Often times more difficult than external negotiations, this module focuses on three key elements of internal negotiations- how to improve the negotiation of differences, the exchange of viewpoints and ideas, and the building of relationships, in order to achieve positive outcomes.

 

Want to Know More?

Download our 2015 training brochure here.

Training is available to be delivered in a variety of lengths and for different group size and ability levels. It is differentiated industry by industry, as well as customized with specialized case studies to meet the unique needs of each organization. For information on formats see a brief overview here, or get in touch with us at joshua@1221.blue. We’re happy to tailor our programs to your specific needs!

If you're looking for books, articles, and other websites on this topic please check out our free Research & Resources section.


Popular Add-ons

Additional 1221 Consulting programs that compliment and expand on our negotiations training (.5-2 days).

Building Influence: Learn the skills to build positive internal and external influence through strategic use of push and pull techniques— key factors in improving the success rate at all stages in the negotiating process.

Clear Decisions: Systematically generate creative solutions and follow through— this level of problem solving will allow your teams to better expand potential deals on and off the table and thus improve the overall options available when negotiating.