|
Workshop
Outlines
Advanced
Negotiation Skills:
Creating Practical,
Productive and Lasting Agreement
|
Stage One:
|
Preparing for
Productive Negotiations |
- Assessing your
individual negotiation style; strengths and
weaknesses
- Knowing your
BATNA
- Distinguishing
interests from positions
- Inventing options
without commitments
- Insisting on
objective criteria
|
Stage
Two:
|
Applying
the Model for Successful Negotiations |
- Set and Anchor; preparing your
first three minutes
- Expanding the ZOPA
- Manage the exchange of shared,
conflicting and tradeable interests
- Analyzing the anatomy of conflict
- Close the deal
|
Stage
Three:
|
Dealing
with Difficult People and Situations |
- Top Ten Dirty Tactics
- Recognizing and Responding to
Manipulative
- Bargaining
- Diagnosing and Managing the Underlying
Problem
- Keeping the other side from pushing
you off balance
- Creating options when they refuse
to cooperat
|
(c)
Steve Walrath -
Father to Donny, Trevor and Stacy
|
|
|
|
|
|
|
|
