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Negotiations Series

Business Negotiations


DESCRIPTION
“Business Negotiations” is a three-day seminar, designed primarily for people who have interactions with oppositions on a steady basis. The seminar reviews the fundamentals of negotiations, how to separate the people from the problem, how to create a plan for your negotiation. It reviews the human nature within the negotiation process, different types of tactics used in negotiating, a study of verbal and non-verbal behavior within the negotiation process, a complete review of confrontational negotiations, then a summary of lessons learned from prior negotiations and finally putting together your very own negotiation style.

RATIONALE
Most people in business have had some experience with basic negotiations. This seminar takes a deeper view of the negotiation process and the many key factors that make up successful negotiations. The seminar builds throughout each chapter as the process unfolds for each attendee. The new learning that is applied from each chapter finishes with each person creating his/her own negotiation style. Negotiators must adapt to many different styles and this seminar will challenge everyone to be aware of these differences and their need to adapt their own styles.

OBJECTIVES
1. To understand the fundamentals of negotiations from the basic ingredients to the traits of an effective negotiator.

2. Teach attendees that all negotiators are people first and need to be treated with respect and without prejudice. Teach the difference between substance and relationships within each negotiation. Emphasis is put on understanding of the other side’s perception of the conflict so that one can negotiate stronger outcomes.

3. Creating a plan on how to negotiate is a fundamental objective of this seminar. To establish objectives is critical but achieving them is a larger objective. A complete review of the negotiation place, agenda, meeting, and closing is examined.

4. Reviewing human nature within the negotiation process is key to eliminating the roadblocks to change. A review of sources of power is undertaken so proper balance can be achieved for both sides of the negotiation. Finally, a review of negotiation resources dealing with time, information and power.

5. Since negotiations are subject to many types of tactics, a study into maneuvers, counter-measures and techniques are studied in detail.

6. All negotiations have both verbal and non-verbal components and the importance of listening is highlighted so hindrances to effective listening can be eliminated and attentive listening skills can be employed. The use of questions is extremely important and fully analyzed.

7. Because confrontational negotiations are an important part of the real world, we review the key elements to remaining calm and cool when under fire. We discuss how to negotiate with difficult people and the five challenges they bring along with three natural reactions from all negotiators.

8. We all have learned major lessons from our past negotiations and the learning we all have had is key in avoiding six fundamental mistakes. Since we all want to raise the bar we discuss how to go from an effective to a superior negotiator.

9. Finally, we conclude by finalizing your own negotiation style and creating a plan for you to use for the rest of your negotiating life.

METHODOLOGY
This seminar is 30 percent lecture, 40 percent discussion and 30 percent exercises and role plays. This seminar uses examples, actual business cases and feedback from the instructor as sources for improvement. Each attendee will have multiple opportunities to practice their skills, normally five to seven practice sessions in a three-day class.

KEY TOPICS
1. What are the traits of an effective negotiator?
2. How Positional bargaining puts relationship and substance in conflict.
3. Learn how to discuss each other’s perceptions.
4. The art of communication within the negotiation process.
5. Preparing for Negotiation.
6. Establish Objectives.
7. How to make concessions.
8. Developing a negotiating agenda.
9. How to open, reveal positions and close the negotiation session.
10. Six keys to successful negotiations.
11. Learning the five key roadblocks to change.
I2. Six categories of negotiation maneuvers.
13. Eight diversions in the negotiation process.
14. Twenty-five negotiation techniques.
15. Twelve key points to attentive listening skills.
16. The formulation of questions in negotiations.
17. The five challenges of confrontational negotiations.
18. Six common mistakes to solving the right problem in negotiations.
19. The eight steps to effective planning in the negotiation process.

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Dr. Forrest Patin

Cell: 925-699-7300
4restpatin@gmail.com