Nordic Negotiation Skills

 

Results:

• Increased effectiveness of your negotiations
• Increased personal negotiation influence
• Money saved in purchasing
• Extra money earned in sales or partnership negotiations
• Increased self confidence in negotiation situations
• Increased comfort during negotiations
• Mastering a powerful negotiation model

Skills:

• Set negotiation goals
• Negotiate for win/win/win (you/client/system) results
• Recognize and resist manipulation
• Influence the other party with your integrity
• Bargain efficiently
• Achieve desired results

 

Duration:

3 days

 

Work methods:

Participants learn negotiating techniques in practice: after the theoretical description of each principle, participants role-play negotiations in groups using the new principle along with other principles they have already learned. They often have to achieve their desired result from a confrontational starting position. In each exercise a settlement area exists where both parties can reach their desired outcomes.  After each exercise participants receive feedback on their performance, analyze it and use the knowledge in future exercises.

 

Program contents:

1.     Preparing for negotiations.

• Can you achieve a goal that has not been set? Effective goal-setting for negotiations. Preparing negotiation positions. Obtaining the necessary information.  Preparing positions "to be taken" and "to be given up". Preliminary analysis of negotiation partners and their position.

2.     Communication tools for negotiations

• Rapport skills. Technology of pacing and leading. Listening skills. Precision questioning techniques to find out the other party’s position and interests. Principle of positive intent in their behavior. Linguistics of objection handling.

3.     Win/win/win negotiation model

• Win/win/win – you/partner/system. Seeing beyond positions. Negotiation as cooperation versus conflict. Structure of win/win/win negotiations. Opening. Finding out and understanding the positions of both parties. Discovering the interests of both parties. Determining a common outcome. Trading interests and helping each other achieve a common outcome.

4.     Strategies for starting negotiations.

• Communication principles. Demanding more than you expect to get. Never agreeing to the first proposal! Using emotional reactions when listening to proposals. Avoiding confrontation. Unwilling buyer or unwilling seller. Employment of the expert stance.

5.     Strategies for managing negotiations.

• Negotiating with a party not authorized to make decisions. Fading value of services. Bargaining principles. Working under confrontation. What to do if the other side does not wish to continue negotiations. Always demand concession response when making concession.

6.     Strategies for rounding off negotiations.

• Double roles. Position for canceling a proposal. Positioning for quick acceptance.  Maintaining positive environment.

7.     Unethical moments in negotiations and how to avoid them.

• Traps. Red herring. Cherry picking. Deliberate mistake. Escalation. Providing false information. How to manage manipulation by adversaries?
• Pressure points in negotiations. Time pressure. Information as a powerful tool. Being ready to leave. Ultimatums.

8.     Negotiation principles.

• Transferring responsibility to the other negotiator. When to play dumb. Principles for writing a contract. Reading every contract. Written language that increases believability. Concentrating on the essence of the question despite possible deviations. Congratulating your counterpart.

9.     Understanding players.

• Personal qualities of an effective negotiator. Attitudes of a negotiator. Beliefs needed to negotiate successfully.

For availability and more info, please call now 402 597 6981

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