Online Negotiation Training: Live Instructor Led Webinars

"Creating a Roadmap for Successful Negotiations"

Date: May 4, 2010
Time: 11am to 12 Noon CST

Content:

Most people assume that a negotiation either succeeds or fails on the basis of the personality and skill exhibited by the “winner” during those sometimes tense moments around the negotiating table. In reality, the seeds for success were probably planted weeks – in some cases even months – earlier, during the preparation phase. For every hour you expect to be at the table, you should expect to spend double or triple that time getting ready to negotiate. Determining goals, developing strategy, anticipating tactics, collecting research data about the needs and tendencies of the other side – the work done in preparation is what really paves the road to success at the table. If you don’t know what you are going to do and why you are going to do it before you sit down at the table, don’t expect to fly by the seat of your pants and come down in the right place.

During this interactive webinar you will learn:

1. How to research the business situation as it applies to the other side
2. The value of understanding the people on the other side of the table
3. How to put together all the pieces of an effective strategy
4. How to manage the dynamics of negotiating as a team
5. Setting ground rules for the negotiation process

"Handling the Win-Lose Negotiator"

Date: August 3, 2010
Time: 11am to 12 Noon CST

Content:

Negotiation was once viewed as a competition. Historically, business people were taught that the only way to succeed at getting what you want in a negotiation was to beat up your opponent and to take them for everything you could. However, as business relationships have become more complex, there has been a shift to "Win-Win" negotiating. As we find ourselves negotiating with our business partners on a recurring basis, we have begun to realize that it is not necessarily in our best interest to take advantage of our opponents for fear of jeopardizing future business transactions. However, while some recognize the overall benefit to pursuing a "principled" outcome in which both parties are satisfied, there are some who still are advocates of the old Win-Lose philosophy. For those who wish to avoid conflict in an effort to pursue a successful outcome for all, it is in our best interest to be prepared to face and deflect the overly competitive negotiator.

During this interactive webinar you will learn several techniques to diffuse the Win/Lose negotiator. They are:

1. Don’t React: "Go to the Balcony"
2. Don’t Argue: "Step to Their Side"
3. Don’t Reject: "Reframe"
4. Don’t Push: "Build them a Bridge"
5. Don’t Escalate: "Educate"

“Negotiating with the “Internal Customer”’

Date: November 2, 2010
Time: 11am to 12 Noon CST

Content:

Perhaps you’ve seen this problem or one just like it: Customers complain to the salespeople about errors or problems. The salespeople take the issue to an internal group that can help such as Accounting. Accounting has 1000 other projects on their plates and can’t allocate resources. Frustration mounts on behalf of the sales people who are scrambling to protect their client relationships. Animosity builds between the functions. Achieving your company’s business objectives requires understanding customer needs, the problem with meeting customer’s needs is that every function has its own focus and priorities. Resources are limited and the customer gets lost in the conflict of allocating those scarce resources. Being able to resolve customer problems often requires you to delicately negotiate through the internal layers of your organization.

During this interactive webinar you will:

1. Learn to identify the interests and positions of all parties
2. Identifying mutual interests
3. Developing and exploring options that appeal to all
4. Creating a plan that everyone can commit to
5. Understand the power of effective communication