Review and Questions from Day 1
Training Session #4
The Psychology of Negotiation: Using Personality Profiles
- The 3 Negotiation Personality Profiles
- Determining Which Profile You Fit Within
- Assessing the Profile of the People You Are Negotiating With
- What Type of Language Each Profile Prefers
- The Most Persuasive Arguments for Each Profile
- How to Handle Multiple Personalities
- How to Negotiate if You Don't Know Their Profile
- Giving Presentations Using Personality Profiles
Negotiation Exercise #3 (120 Minutes)
- How to Save A Deal That Seems Lost
- Creativity Within Negotiations
- Handling Complex Number Issues In Negotiations
- Ethics in Negotiation
- Maintaining Control of Your Negotiation Strategy
- Using Strong Negotiation Standards
Training Session #5
Power & Persuasion: How to Get It and Use It
- Your Sources of Power
- Using Your Power Effectively Without Harming Relationships
- Generating Power Even if You Think Your Position is Weak
- Crippling Assumptions About Power
- The 2 Pathways to Persuasion
- The 9 Forms of Direct Persuasion
- The 12 Forms of Indirect Persuasion
- How "not" to Use Persuasion
Training Session #6
Group Negotiations
- Why Group Negotiations Are Difficult
- The 5 Keys to Good Intra-Group Dynamics
- Multi-Lateral Negotiations: Challenges & Strategies
- Coalitions: Challenges & Strategies
- Principal-Agent Relationships: Challenges & Strategies
- Team Negotiations: Challenges & Strategies
- Inter-Group Negotiations: Challenges & Strategies
Training Session #7
The Power of Preparation
- Why is Preparation so Important?
- Why Negotiators are Often Unprepared
- A Systematic Approach to Preparation
- The Seven Elements Approach to Preparation
- Step-by-Step Preparation for a Negotiation
- A Systematic Approach to Influence
- Currently Perceived Choice Charts
- Practical Application of the Seven Elements Model
- Brainstorming in Preparation for a Negotiation
- Pooling of Group Resources
Negotiation Exercise #4 (100 Minutes)
- Relationship Issues
- Intent Versus Impact
- Value Creation Reinforced
- Simplifying Complex Negotiations
- How Preparation Empowers You
- Identifying Common Ground
Training Session #8
Conclusion
- Going Forward: Applying This Training To Real Life
- S.A.B.'s mission
- Final Thoughts
- Evaluations and Feedback
Seminar Fee: $1,095 for those registering at least two (2) weeks prior to the seminar date. $1,495 for those
registering in the two weeks leading up to the seminar.
After Your Negotiation Training
At S.A.B. Negotiation Training, we believe that our relationships with our clients last long after the seminar is actually over. After the negotiation training is completed, each individual is entitled to contact our group for advice or insight into how to handle your actual negotiations. In most cases, this advice is given totally free of charge. At the end of the seminar, you will receive the instructor's personal telephone number and e-mail address to have at your disposal when and where you may need it.
End of Workshop
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