So far, how have you been negotiating?
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Group exercise: “How not to lose your shirt in a negotiation encounter” |
Negotiation concepts |
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The four stages of Negotiation |
Negotiation styles |
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Characteristics of a competitive style |
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Why would the other party use competitive style of negotiation? |
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When should you use the competitive style of negotiation? |
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Characteristics of cooperative style of negotiation |
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When should you use the cooperative style of negotiation? |
Solo negotiator or team of negotiators |
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The Negotiation Team |
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Negotiation contact modes |
Psychology in negotiation |
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Personal wins and hidden needs |
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Two Levels of Benefits |
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How to uncover hidden personal wins |
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Influencing strategies used by sales people |
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How a doctor sells |
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Using WIIFM in negotiating, influencing and persuading |
Opening tactics |
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Test yourself on "The Opening Statement" |
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Who opens first? |
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If you have to open first |
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Entry points, exit points, BATNA |
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Assumptions |
| Tactics - How to's |
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Over 50 tactics used in negotiating / influencing |
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How to counter tactics |
When they say they want this , do they REALLY mean they want this? |
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Issues, positions, interests, options, and variables |
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The question of position versus interest |
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Position-Interest role play |
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Creating Options |
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Options Role Plays |
All about making concessions (giving in) |
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Variables in negotiation |
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Some variables |
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Other variables applicable to your business |
| Deadlock, impasse, stalemate |
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The wrong way to break a deadlock, impasse, stalemate |
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How to break deadlocks, impasse, stalemates |
| Why people act the way they act - and how to deal with them |
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Discovering and understanding your own thinking preferences as a negotiator |
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Understanding how you think and make decisions in a negotiation situation |
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Discovering how you make decisions and deal with people |
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How to identify thinking preferences in others you deal with |
| The importance of communication in negotiation |
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Are THEY listening? Are YOU listening? |
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Why negotiating is listening more and talking less |
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The difference between manipulative listening and emphatic listening |
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The power of asking questions |
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How to REALLY listen so that you win |
| Video presentation |
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Mark McCormack's "What They Don't Teach You At Harvard Business School |
| Money and negotiation |
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Various ways of working around money |
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The use of “funny money” |
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How to create perceptions on value of money |
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How to negotiate a price increase |
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The ubiquitous “It's too expensive......” |
| Power in negotiation |
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Factors affecting your negotiating strengths |
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The perception of power |
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Types of power |
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Power building strategies |
| How to help the other party come to a decision |
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How to trial-close |
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Buying signals -- spoken, unspoken |
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Identifying non-verbal communications from others |
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Selecting the best decision making techniques |
