Negotiation Techniques

 

„The world that we live in is a huge round table – and you are part of the negotiation, whether you like it or not. As an individual, you confront others: family, colleagues and business partners. The degree to which you manage these confrontations successfully determines not only your everyday life, but also your happiness.”

(Herb Cohen)

Negotiation means the best possible representation of your interests. There are general negotiation rules that can bring you closer to success when dealing with both internal and external partners.

Regarding the objectives of negotiation, there is a variety of negotiating strategies and tricks that one must be prepared to utilize. A negotiation has to be structured so that you know what the next phase is at all times and are able to lead the negotiation.

During the negotiation, introducing your point of view is not enough. The objective is to convince the other negotiator of its merit. Moreover, differences in point of view often result in a conflict situation. Only the person who is able to utilize the proper negotiation strategies and tactics with awareness in order to achieve successful and efficient persuasive force for resolving conflict can become a successful negotiator.  

You need to know when to open the negotiation yourself and when to wait for the other negotiator to do so. It is essential to prepare, to know the environment and the background, when to give a concession and when to stick to your guns, how to exploit an advantageous situation, and how to salvage what is left in a less-than-advantageous situation.

By the end of the program participants will be aware of the following:

  • Negotiation principles
  • The difference between interest and point of view
  • Various phases of the negotiation
  • Their own individually specific negotiating styles
  • Negotiation strategies and tactics
  • The method of dealing with difficult negotiators (position defenders, aggressive negotiators)
  • Manipulative questions utilized during negotiation
  • A variety of negotiating tricks and hints

By the end of the program participants will be able to do the following:

  • Differentiate between the negotiator’s interests and point of view
  • Identify the various phases of the negotiation
  • Conduct and lead negotiations with awareness
  • Realize and meet the interests of the other party
  • Make a difference in the success and efficiency of the negotiation
  • Select strategies and tactics in negotiation situations with awareness
  • Handle difficult negotiators (position defenders, aggressive negotiators)
  • Separate the person from the problem
  • Recognize manipulative questions
  • Utilize manipulative questions
  • Defend against various negotiating tricks and hints
  • Conclude the negotiation