Course Content Power Negotiations...

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The Dynamics Of Negotiation

What is negotiation? – The key element of negotiation – Four secrets to elevate you to mastery as a negotiator – Two laws of negotiation – Can we all be winners? – The way to ensure winning at negotiation – Motivation barriers between you and success, and how to oversome them – Myths that create negative attitudes – Motivation, Knowledge, Practice, Negotiation Skill

A matter of negotiation style

What is your style, the one you prefer using? – Choosing the right negotiation style – Co-operative style – Characteristic of the co-operative style – When can you use the co-operative style? – When should you not use the co-operative style? – The competitive, tough, style – Characteristic of the competitive style – When MUST you use the competitive style? – Conflict, Power, Trust and Common Goals determine which style you should use – Confrontational style – Compliant style – Composite style – How to toughen your negotiation style, and getting winning results

Preparing for negotiation

The trademarked E.M.P.O.W.E.R.™ technology for designing a negotiation style with punch – E.M.P.O.W.E.R.™ is an acronym, with each letter standing for a specific action you need to take – And it’s not what you think: the gathering of information plays second fiddle – Discovering your strategic options – Avoidable mistakes – Laying bare your options – How to know which issues you should use as bargaining chips – Negotiation Tool #1™ – Negotiation Tool #2™ – Negotiation Tool #3™ – Understanding and using these Tools will open a new dimension of negotiation for you – Three basic approaches for selecting an opening offer – Pros and cons of each – Your “anchor” – Why should you know your Negotiation WAP™? – Researching your case – A little digging goes a long way – Assessing your power and that of the other side – Rehearsing your plan – Anticipating questions and planning your answers – Mentally picture the negotiation

Are you really pulling your bargaining levers?

What is leverage or power? – You have more power than you think – How the understanding of the elements of leverage will help you to pull your bargaining levers – Status power – Knowledge power – Expertise power – Penalty power – Reward power – Nuisance power – Time power – Deadline power – Location power – Internal deadline power – Competition power – Reliability power – Resources power – Ink-and-Paper power – Commitment power – Emotion power – Communication power – Language power – Body language power – Persuasive power – Affiliations power – Risk-taking power – Charisma power – Legal power – Needs power – Relationship power – Consistency power – Six leverage-boosting questions to consider

Opening a negotiation effectively

What are the aims of the opening? – Eight tactical steps to put you into the driver’s seat – Tactics to ensure proper understanding – The 75/25% rule – Questioning tactics – Questioning tips – Question Responding tactics – Powerful opening tactics

Strengthening your position

Three tactical steps to set the scene, before arguing anything! – With which issue should you begin? – The pros and cons of each approach – Should you have an agenda? – Credibility-building tactics – Digging in – Let your counterpart look through your glasses – Using Ink-and-Paper leverage – “Take it or leave it” – Highlighting your USP’s – Tactics to undermine the Credibility of the other side’s proposals – Highlighting omissions – Asking for factual support – Strength assessing tactics – Floating a trial balloon – Manoeuvring tactics – Whe too keep quiet – Admitting your weakness – Using a straw man

Proposing and packaging to get movement

Five tactical steps to “push the boat of the boat house” – Negotiation Tool #4™ – The Tradeoff Generator™, a tool so simple, yet so powerful – How to summarize and getting concessions – Trading off – Changing the package – The Salami – The Krunch – Patterning your concessions – The Flinch – Creating deadlock, deliberately – The Walkout – Three rules for concession-making: ignore them at your peril – Seven deadlock-breaking tactics – 10 tactics to respond to proposals: use them and watch the other side improving their proposals

Protecting yourself from dirty tactics

You don’t need dirty tactics yourself – A dirty tactic identified is a tactic neutralised – 15 dirty tactics, such as lowballing and highballing, Good guy/Bad guy, Intimidation, Papering, Personal attacks, and Threats — How to counter these dirty tactics

Closing the negotiation

Two tactical steps – Six closing tactics – Giving two alternatives: “Heads, I win, tails you lose” – Writing up the agreement

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