Online Negotiation Training: Live Instructor Led Webinars

"To Trade or Not to Trade – Making Concessions Count"

Date: February 8, 2011
Time: 11am to 12 Noon CST

Content:

When we think of successful negotiations we think of fair trade-offs. After all a win-win outcome is a matter of effective give and take. However, trading concessions wisely is no easy task. Often, we assume that our actions speak for themselves and allow our concessions be unnoticed or underappreciated. If our efforts go unrecognized, we waste valuable bargaining chips. Therefore we should always view concessions as a crucial part of any negotiation strategy.

During this interactive Webinar you will:

1. Recognize the importance of trust and reciprocation in a negotiation process
2. Learn basic rules of fair trade and collaboration while creating value offers
3. Learn 4 Concession Making Strategies that will help you ensure mutually acceptable deals in the future

"How to Read the Person on the Other Side of the Table"

Date: May 3, 2011
Time: 11am to 12 Noon CST

Content:

Many people assume that the “winner” of a negotiation is the person who hits hardest and delivers the most punches. Research shows, however, that agreement is most often achieved by those who listen and respond to the ideas and concerns of both parties. Each negotiator brings his or her unique personality and negotiating style to the table. Learn about how your own behavior style affects the way you approach negotiations as well as how you can “read” the person on the other side and communicate more effectively to reach a win-win consensus.

During this interactive Webinar you will:

1. Learn about your behavioral style and how it affects your negotiations
2. Understand the value of reading and responding to the people on the other side of the table
3. Use strategies for effectively communicating with your counterpart

"Creating a Roadmap for Successful Negotiations"

Date: August 2, 2011
Time: 11am to 12 Noon CST

Content:

Laying the foundation of a successful negotiation relies on knowing where you stand and where you need to go. Each step in the negotiating process is a step that brings you closer to reaching your outcomes. Identifying the steps in the negotiation process will aid in careful planning and consideration to help reach your negotiation goals. In this webinar you will learn about the Five Phases of Negotiation: your roadmap to a successful, Win-Win outcome.

During this interactive Webinar you will:

1. Identify objectives and outcomes for a negotiation
2. Learn steps for preparing and planning
3. Discuss when and how to make proposals and concessions
4. Evaluate results to plan for the next negotiation

“Tic-Tac Tactics’

Date: November 8, 2011
Time: 11am to 12 Noon CST

Content:

What do you do when your negotiating strategy is being undermined by the guy on the other side of the table who keeps lobbing tactics in your direction? How do you respond when your counterpart seems determined to play games rather than focus on reaching agreement? Tactics can be a double-edged sword, and unfortunately, many negotiators use tactics to try to throw you off balance and gain the upper hand rather than use them as a tool for mutual gain. Learn how to respond when your counterpart uses tactics and understand how you can respond to tactics to redirect the negotiation on a positive course.