Win-Win Negotiations-Objective

Seminar Objectives:

Participants in the Win-Win Negotiations seminar will:
Develop an effective plan and strategy for any negotiation
Know when and when not to negotiate
Negotiate face-to-face, on the phone, and through e-mail
Learn to become more persuasive
Develop a common negotiating language with the other parties
Use techniques that elicit information from the other parties
Identify and work with client and employee behaviors styles to maximize closure
Recognize interests and issues to avoid unnecessary positions
Neutralize manipulative tactics
Minimize conflicts and deadlocks both internally and externally
Coordinate negotiations within client organization
Meet business objectives by focusing on planning rather than tactic

successful negotiation…

However, if you need to resolve a major disagreement, then make sure you prepare thoroughly. Using our free worksheet, think through the following points before you start negotiating:

Goals: what do you want to get out of the negotiation? What do you think the other person wants?
Trades: What do you and the other person have that you can trade? What do you each have that the other wants? What are you each comfortable giving away?
Alternatives: if you don’t reach agreement with the other person, what alternatives do you have? Are these good or bad? How much does it matter if you do not reach agreement? Does failure to reach an agreement cut you out of future opportunities? And what alternatives might the other person have?

Relationships: what is the history of the relationship? Could or should this history impact the negotiation? Will there be any hidden issues that may influence the negotiation? How will you handle these?
Expected outcomes: what outcome will people be expecting from this negotiation? What has the outcome been in the past, and what precedents have been set?
The consequences: what are the consequences for you of winning or losing this negotiation? What are the consequences for the other person?
Power: who has what power in the relationship? Who controls resources? Who stands to lose the most if agreement isn’t reached? What power does the other person have to deliver what you hope for?
Possible solutions: based on all of the considerations, what possible compromises might there be?

Elements that affect negotiation

Communications: be careful about using the phone, e-mail, and other nonvisual communication vehicles. A lack of facial expressions, vocal intonation, and other cues can result in a negotiation breakdown. Constantly reiterate your interest in the other side's concerns and your determination to find a mutually satisfactory resolution.

Personalities: be conscious of aspects of your personality such of your own needs and interpersonal style as well as the other person's personality; these factors will play a key role and understanding yourself will be an important factor

Your own personality and style: how much you trust the person; how free with your emotions; how much you want to conceal or reveal;

Physical space: sometimes where the negotiation takes place can be important; are we negotiating in a space we are uncomfortable and other is comfortable?

Past interaction: if there is a history of conflict resolution with this person, think about how this history might affect the upcoming negotiation

Time pressure: Think about whether time pressure will affect the negotiation and whether you need to try to change this variable?

Subjective utilities: be aware that people place very different values on elements of a negotiation. For example, in negotiating for a job, you may place a high value on location and relatively lower on salary; it is important to be aware of your subjective utilities and try to ascertain the other person's subjective utilities; it is difficult to know in advance or even during the negotiation what a particular outcome will mean to the other party. Finding out what is "valued" is one of the key parts of negotiation.