The Savvy Negotiator™ Workshop Part One

This is the first part of a two part workshop designed to (1) improve participants' negotiating skills; (2) the negotiated outcomes they produce; and (3) your return on investment.

Who Should Attend:
The individuals who establish negotiation policy & goals, supply chain managers, and those who negotiate and or manage the organization’s important:

  • Purchase and Sale Agreements  
  • Resource Allocations; e.g. Program and Project Managers
  • Technology & Intellectual Property Licensing
  • Outsourcing Agreements
  • Joint Ventures & Strategic Alliances

In this interactive two-day workshop we build on basic negotiation theory to prepare participants to negotiate more effectively thereby producing improved negotiated outcomes. We begin by using an assessment instrument to identify the participant’s current negotiation style. From there we show participants how to move beyond their individual styles to develop and execute successful strategies.

Negotiation strategies are customized plans built on an understanding of the parties’ interests, and the ability to create value & influence along with using various forms of influence to capture the value.  We examine the role of each step in developing an effective strategy and its relationship to the steps before and after. This examination is designed to facilitate the seamless execution of the strategy as the negotiator moves through the process.

In the course of examining the steps in the process, we use simulated negotiations to provide participants with the opportunity to practice developing and executing strategies.  The simulations are based on real negotiations.

Participants Takeaway the Ability To:

  • Develop strategies that maximize both economic and relationship outcomes
  • Identify & deal with the five behaviors routinely used by negotiators
  • Identify and align stakeholder interests prior to bargaining
  • Set goals that facilitate winning outcomes
  • Identify and create the influence required to achieve winning outcomes
  • Identify the moving party and their critical role in the negotiation
  • Obtain the information required to bargain effectively
  • Maximize your influence by understanding the role of facts, standards, and judgments
  • Collaborate with your counterpart to create value
  • Advance your interests by controlling of the settlement zone & making Smart Concessions 
  • Get commitment to the agreement and obtain the benefit of the bargain
  • Bring these “Takeaways” together to create & execute strategies that improve relationships, margins and Return on Investment

For a more information on this workshop and how it can be customized to maximize participant learning and your return on investment, please contact us.