Synopsis

Have you seen two dogs negotiating over a bone? Animals do not negotiate. They use force. Executives do. The old school believes in the “fixed-pie” mentality. It is a zero-sum game operating on a “I win, You lose” paradigm.

The new school of negotiation subscribed to a “Everyone has a piece of pie” mentality and operate on a “I win, You win” paradigm. Good dealmakers learn negotiations strategies and are trained to master negotiation principles and tactics. They possess high EQ and conduct negotiation confidently and effectively.

Learning Objectives
This experiential and fun workshop will enable you to:

• Understand the fundamentals of negotiation
• Get an agreement in negotiation
• Manage difficult negotiators by employing different strategies
  
  

Content Description
Introduction

• What is negotiation?
• Why do we negotiate?
• What is negotiable and non-negotiable?
• When to negotiate?
  
  

Preparing to Negotiate

• Are you a good negotiator?
• Deciding your purpose
• Building rapport and trust
• Getting to know the other party
  
  

Structure of Negotiation

• OTN: Opportunities to Negotiate
• BATNA: Best Alternative To a Negotiated Agreement
• ZOPA: Zone of Possible Agreement
• Pareto’s Principle: 80/20 Rule
  
  

Different approaches

• Various types of negotiation strategies
• Win-win deals
• Fair negotiations

Conducting Negotiations

• Negotiating with power
• Making offers and counteroffers
• Making concessions
• Managing impasses

Influencing and Persuasion

• Using your EQ
• Non-verbal communications
• Verbal communications