Yes, you can change your negotiating partners' sense of criteria,
time, emotion, and eligible parties
- Trade Analysts
- Trade Coordinators
- Project Leaders, Team Leaders, Task Leaders
- Project Team Members
Planning and Evaluating
This seminar is based on the premise of
having the most flexibility in your own position and
presentation and using precise methods to move your
negotiating partner off his or her position or argument,
if he or she becomes entrenched.
If you're not interested in flexibility in how your
present your arguments, do not attend this course.
What you'll be able to do:
- Preplan and strategize your "Negotiation Envelope."
- Identify points of leverage with things you CAN change, for
example in negotiations: In your offer/position; in their offer/position;
in your strategy; in their strategy.
- Flex the
four negotiability determinants: criteria, time, emotional
intensity, and number of eligible parties.
- Pre-Prepare like a pro with a comprehensive understanding of the 3 P’s:
Prepare, Probe, and Propose, and the big L, Listen.
- Not only start negotiations with the best proposal
you could possibly start with, but also learn how to quickly make
counterproposals using the "T.R.I." (Trade,
Remove, and Increase) method of making
- Use a variety of language techniques to ensure that you and
your negotiation partner don't drill down into a detailed
area, and then possibly, get lost, missing the forest for the
techniques are for expanding your choices)
- And conversely, you will learn specific language techniques
to more precisely define choices. Even when both parties try to be specific, accurate, and detailed, parts of speech alone can reveal inaccuracies, and vagueness, to be
Basic Principles of Negotiation
The all-important "Negotiation Envelope" is first. The 3 important components
- The opening position: your assertive first proposal on an issue. It involves a balancing
- Your target position: where you would like to end up on the
- Your bottom line: the minimum you can accept on the
Next are strategies for the discussions and negotiations themselves. These include conditional proposals, and avoiding awkward or tricky questions.
Then comes, learning THE critical rules and knowing and
I'm sure you're aware, a "Krunch" is a verbal or nonverbal call to action to your
Finally, we'll cover knowing how and when to give concessions.
Advanced Principles of Negotiation
- Practice how to flex (the "four")
negotiability determinants with your own "live" case
studies (from work), things previously thought to be
inflexible (even your opponents' determinants!):
- Criteria - Standards/Values that must be met
- Time - Amount of time in which transaction needs to be completed in order to AVOID problems or SERIOUS negative
- Emotional intensity (Modalities), flex from: “I don’t care” to “I must have it or
- Number of eligible parties - The number of parties that are willing, able, and ready to satisfy the criteria – to “do the deed”
- Learn specific language techniques from
the field of Neuro-Linguistic
Programming to avoid getting bogged down in the
detail or lost in the generalities, yours or
- Build skill in the most overlooked, yet essential,
skill in negotiations, making counterproposals.
- Learn 4 steps to use to BEFORE you present your ideas to
skeptical persons and other hostile parties.
- Master 3 precise tools to use when you present your
ideas, positions, arguments, etc. to skeptics
and stubborn individuals.
- Discover ways to maintain your
"emotional" state so that you can remain
resolute in your position and "R.I.D."
Identify, and Deflect) of emotional tactics,
and respond perfectly well in the face of hostility
and "dirty tricks" by your negotiating
- Learn critical default language patterns and
influencing language to
motivate your negotiating partner via Neuro-Linguistic Programming.
- Understand specifically how to probe your partner
for essential information and with finesse by learning alternatives to direct questions.
- Modify your negotiating partners' beliefs using a
whole slew of advanced methods (via Neuro-Linguistic Programming)
represented by the acronym "CHANGE REALITY," which stands for:
Hierarchy of values
Generate a metaphor
Redefine the outcome
Apply to self
Your map of reality
The seminar length varies depending on how much time
you'd like to spend on basic versus advanced topics. Since
"telling ain't teaching," performance
results improve with staggered engagement of the material
in at least two (2) different seminars over a 2 month period,
with yes, (groan), a lot of homework between the two (2)
sessions. (We do this so that your organization gets the
biggest result for its' money. We believe in making
Available on site only, please call.
1/2 Day Executive Brief
1 to 2-Day Executive/Management
2 to 4-Day Management/Individual Contributor Outfitting
plus 1-Day Navigating The Obstacle Course Coaching©
What you get:
- Detailed surveying
and optional interviewing of participants for course tailoring
- Additional program on
handling conflict and convincing strategies
- Substantial morning,
daytime, noon, and evening individual Navigating The Obstacle Course Coaching©
- Free digital CD: All
PowerPoint slides plus full audio transcript from prior
seminars, or if in-house, your own seminar will be recorded
- Detailed seminar
- Follow-on WEBinars to
integrate performance on the job
For a Federal International Trade Branch, Theresa
and Steve transferred the skills of top performing
negotiators, by profiling the patterns of top performers
using the NLP Metaprogram tool, the Language and Behavior