High Performance Negotiation               Printable Brochure

Believe it or not, we are all negotiators.  Negotiation is a fact of life.  You discuss pay increases with your boss.  You try to reach agreement on the price of a service with a vendor.  You negotiate with your coworkers on the timing of a deliverable.  Everyone negotiates.

More and more people want participation in the decisions that affect them and therefore, preferably want all, most or some of their interests met versus opposed by the other parties involved.  Everyone wants to win but few people in business or personal life are comfortable or skillful at negotiation.

High Performance Negotiation is a one or two-day workshop where participants learn and practice skills in the art of “Mutual Gains Negotiation” which help an organization develop highly effective as well as respectful negotiators in all business matters. The workshop is based on the Harvard Negotiation Project and Ury and Fisher’s (1981) book entitled Getting To Yes. 

Purpose:  To increase participants’ confidence in, and ability to constructively as well as productively negotiate in a variety of business matters.

Objectives:

Examine several negotiation strategies. Describe the differences between positional bargaining and joint problem solving. Use techniques on how to be soft on people and hard on the problems. Discover the true interests behind each party’s position. Create options that achieve mutual gain between parties. Use independent standards to break deadlocks. Develop a best alternative to negotiated agreements.

Duration:  One or two days, depending on content preferences

Target Population:  High Performance Negotiation is designed for employees at all levels of the organization that are required to negotiate to achieve their job position expectations.

Workshop Content:  Module One: Introductions and Definitions Module Two: The Negotiation Process Module Three: Preparing For Negotiations Module Four: Negotiation Strategy Module Five: Determining Interests: The Exploration Process Module Six: Inventing Options For Mutual Gain Module Seven: Independent Standards Module Eight: BATNA: Your best alternative to a negotiated agreement