Day One Introduction: What Would You Do?

• Our Assumptions in Negotiation
• Turning Theory into Practice
• Translating Personal Experience into Professional Impact
• The Power of Target-Setting
• The #1 Rule of Negotiation
• The #1 Question in Negotiation

Moving from Reactive to Proactive: Taking Control of Negotiations

• The 7 Critical Elements to Successful Negotiation
• Negotiating Better Terms and Conditions
• Tilting the Power Structure in Your Favor
• Generating Options to Create Value for You and Them
• The Most Powerful Way to Create Power in a Negotiation
• Negotiating With and Without Complete Authority
• Improving Relationships Within Negotiations
• Common Errors in Negotiation
• How to Effectively Communicate
• What You Must Do After You Reach an Agreement

Negotiation Exercise #1 (90 Minutes)

• Getting Comfortable With Application of the Skills
• Dealing with High-Low Positional Bargainers
• Understanding How Our Assumptions Play into Our Strategy
• Asking Questions During a Negotiation
• Analyzing the Effects of Your Tactics On Others
• Non-Monetary Interests in Negotiations
• Closing the Deal

The Negotiator's Tool Box

• Tools for Getting Past "No" and Getting to "Yes"
• Neutralizing Hardball Tactics
• Responding Effectively to Competitive Pressure
• Tools for Negotiating with Vendors
• Handling Emotional Issues
• What Not to Say in Negotiations
• The Power of Questions in Negotiation
• Silence as a Negotiating Tool
• Reversing Risk to Maximize Agreements
• Why and How to Set an Agenda

Negotiation Exercise #2 (120 Minutes)

• How to Handle Multiple Issues
• How To Attach Values to Non-Monetary Interests
• Dealing with Third-Party Interests
• The Forgotten Skill: Active Listening
• Creating Additional Value
• Pareto Optimality in Practice

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Day Two Review and Questions from Day 1 The Psychology of Negotiation: Using Personality Profiles

• The 3 Negotiation Personality Profiles
• Determining Your Personality Profile
• Assessing Your Counterparts Profile
• The Type of Language Each Profile Prefers
• The Most Persuasive Arguments for Each Profile
• How to Handle Multiple Personalities
• How to Negotiate if You Don't Know Their Profile
• Giving Presentations Using Personality Profiles

Negotiation Exercise #3 (120 Minutes)

• How to Save A Deal That Seems Lost
• Creativity Within Negotiations
• Handling Complex Number Issues In Negotiations
• Ethics in Negotiation
• Maintaining Control of Your Negotiation Strategy
• Using Strong Negotiation Standards

Power & Persuasion: How to Get It and Use It

• Your Sources of Power
• Using Your Power Effectively Without Harming Relationships
• Generating Power Even if You Think Your Position is Weak
• Crippling Assumptions About Power
• The 2 Pathways to Persuasion
• The 9 Forms of Direct Persuasion
• The 12 Forms of Indirect Persuasion
• How Not to Use Persuasion

Group Negotiations

• Why Group Negotiations Are Difficult
• The 5 Keys to Good Intra-Group Dynamics
• Multi-Lateral Negotiations: Challenges & Strategies
• Coalitions: Challenges & Strategies
• Principal-Agent Relationships: Challenges & Strategies
• Team Negotiations: Challenges & Strategies
• Inter-Group Negotiations: Challenges & Strategies

The Power of Preparation

• Why is Preparation so Important?
• Why Negotiators are often Unprepared
• A Systematic Approach to Preparation
• The Seven Elements Approach to Preparation
• Step-by-Step Preparation for a Negotiation
• A Systematic Approach to Influence
• Practical Application of the Seven Elements Model
• Brainstorming in Preparation for a Negotiation
• Pooling of Group Resources

Negotiation Exercise #4 (100 Minutes)

• Relationship Issues
• Intent Versus Impact
• Value Creation Reinforced
• Simplifying Complex Negotiations
• How Preparation Empowers You
• Identifying Common Ground

Conclusion

• Going Forward: Applying This Training To Real Life
• SAB's mission
• Final Thoughts
• Evaluations and Feedback

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After the Workshop: Long-Term Relationship

At the SAB Negotiation Group, we believe that our relationship with our clients lasts long after the seminar ends. After the negotiation training is completed, the instructor provides the group with his or her contact information and encourages participants to contact our group for advice or insight about applying our techniques in specific negotiation contexts. SAB provides answers to follow-up questions free of charge.

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