Secure Optimal Outcomes!

Effective negotiators win before the haggling begins. In this half-day course, you’ll learn to negotiate winning outcomes from strong or weak positions by deploying tactics espoused by modern negotiation influencers. Learn to deconstruct the negotiation process and win most encounters before you reach the haggling stage. Learn to protect early wins by launching strategies tailored to each stage in the negotiation process.

You'll Learn To:

• Distinguish hard from soft negotiation situations
• Contrast the philosophical perspectives of modern negotiation influencers
• Identify which negotiation style to use in integrative or distributive situations
• Identify the four major negotiation stages
• Explain the effectiveness of the BATNA concept
• Explain the effectiveness of the relabeling tactic
• Describe the Ackerman model and how it is used
• Explain how to exploit loss aversion in negotiation dynamics
• Explain the importance and role of information
• Identify ways to secure information for winning outcomes 
• Describe effective tactics for navigating the haggling stage
• Determine when to walk away from a negotiation 
• Navigate and explain extreme anchoring tactics 
• Describe the impact of deadlines
• Explain the importance of diplomacy