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Event Details

Course Objectives

In dealing with your customers and other stakeholders, you need to understand the fundamentals and complexities of negotiating. It doesn't stop there. You also negotiate with your subordinates and colleagues to get the job done, or with your top management for concessions or needed support. Many of the principles applicable in business negotiationsapply to personal negotiations as well; and if you're behind in your skills it may be too late to realize that you have been.

This program will prepare you for all types of negotiations; to keep the balance between asking for too much or settling for too little. It also helps develop the right skill-set for behaving in the negotiating table, discover how to avoid errors which can break the deal, identify, use and overcome negotiating tactics which crafty negotiators can use against you, and learn how to read and use body language to clarify exactly what the other party is trying to say or to hide.

Additionally, it will sharpen your skills in making counter-offers that have a higher chance of being accepted, as well as to overcome objections to your offers and counter-offers.

Course Outline

Introduction Experiential Exercise I

  • Value of Negotiation
  • Anatomy & Definition of Negotiation
  • Active Listening Skills
  • Effective Speaking Skills

Self-Assessment: What Type of Negotiator Are You?

  • Behavior Modalities
  • Negotiating for a Win-Win Outcome

Negotiating Steps

  • Importance of Having a Mental Map of Your Progress
  • Identifying & Prioritizing Tradables


  • Researching the Opponent
  • Negotiation vs. Haggling
  • The Tradables Approach


  • Positions of Power
  • Primacy Effect
  • Steps in Opening


  • Overcoming Opponent Resistance
  • Structured Questioning Sequence

Stating Your Proposal

  • Concept of Condition & Offer
  • Assertive & Submissive Formats
  • Converting Submissive Statements to Assertive
  • Controlling Opponent by Using Increasingly Specific Counter-Offers

Observing Opponent Response

  • Non-Verbal Communication
  • "Resisting" Body Language
  • "Receptive" Body Language

Responding to Proposals

  • Power of Flinching
  • Steps in Counter–proposing

Powerful Negotiating Gambits

  • Nibbling, Exchange Favors, Good Guy/Bad Guy
  • Offer Withdrawn, Taken Aback, Indifferent
  • Buyer / Seller, Ask Higher Authority, Triple F
  • Evidence By Printed Word, Splitting the Difference, Counter Gambits
  • Group Contest: Identifying & Countering Gambits

Ending the Negotiation

  • Summarizing
  • Drawing the Contract
  • Reinforcing Goodwill
  • Suggestions for Practice