Successful Negotiation

The Art of Successful Negotiation

Negotiation Training by Dr Rick Goodman


Whether it’s allocating resources for a project, funding a new initiative or establishing a supply chain for a new product or service, negotiation is inevitably at the heart of the process. But few people understand the structure, techniques and approaches available to them as they seek to positively influence an outcome.

This hands-on two day seminar gives you a step-by- step guide to effective negotiation. You must identify the problem, understand it from the other’s perspective, generate alternative solutions and select a solution that benefits both sides. All parties need each other to achieve their goals. Negotiation focuses on solving the problem and closing the gap between what both parties want.

☑ Who should attend


  • Managers and Supervisors
  • HR Personnel
  • Help Desk
  • Staff
  • Frontline Staff
  • Administrative Assistants
  • Sales
  • Personnel
  • Customer Service Personnel
  • IT Professionals
  • Team Leaders
  • Front Desk Personnel

☑ Module 1: The Process of Win-Win Negotiations


  • Overview
  • Understanding the win-win or problem-solving approach to negotiation
  • The two elements in any negotiation
  • Negotiations strategies: hard, soft, problem-solving
  • Reaching agreement is not the only goal

☑ Module 2: Understanding and Utilizing Basic Negotiation Concepts


  • Interests/needs
    • Organizational needs
    • The influence of the individual negotiator’s needs
  • Positions
  • Issues
  • Constituencies
  • Alternate currencies
  • Compromises
  • WAWAs
  • Three phases and five stages in negotiation
  • Planning your negotiation and putting it all together

☑ Module 3: Communication Skills for Negotiators: Rapport Building


  • Active Listening Skills
    • Capturing the essence
    • Paraphrasing content
    • Reflecting emotions
    • Body language
  • Understanding Different People Styles
    • Understanding your own style
    • Recognizing a different communication style in another
    • Flexing your behavior to accommodate the other person’s style
  • Matching Behavior
    • Body, facial, vocal
  • Acknowledgement and Validation Skills

☑ Module 4: Communication Skills for Negotiators: Speaking Compellingly


  • Managing Your Voice in Negotiation
    • Speed, pitch, volume, and intonation
  • Use of Silences and Pauses
    • When and how long to pause
    • When to stop talking
  • Language Skills
    • Using neutral language
    • How to use words and phrases to move the other party toward you
    • Re-framing
  • Questioning Skills
    • Asking questions
    • Open ended questions and their uses
    • Closed and definitive questions and their uses
    • Responding to questions
    • How to respond
    • When not to respond to a question
  • Assertiveness Skills
    • When and how to assert yourself
    • Different kinds of assertiveness
    • Drawing boundaries
    • Expressing displeasure
  • Nonverbal Communication
    • Body, position, face, eyes, head

☑ Module 5: Meeting Special Challenges


  • Dealing with tactics
  • Overcoming deadlock

☑ Module 6: Follow Up – Holding the Agreements in Place – The Forgotten Element in Negotiations


☑ Module 7: Applying the Model to Your Own Negotiation

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