Business Growth Series: Course 4
|Date:||Tuesday, Aug 22 8:30 AM to 11:30 PM|
|Location:||La Quinta Inn & Suites|
|Address:||1400 East Blvd.
Deer Park, TX 77536
For More Information, please visit our Workshops Page.
Course 4: Negotiating Success
We all negotiate every single day – at home, at work and everywhere in between! Then, why doesn’t it seem to get any easier? Despite this constant practice, 68% of us are anxious about negotiating, and 86% of us want to become better negotiators. The key to a win-win or no-deal approach is finding ways to help both sides feel successful, rather than just focusing on getting what you want.
In this session, you’ll learn to approach negotiations from an “abundance” frame of mind, instead of a “scarcity” mentality, visualizing the many benefits available to both parties. To that end, there are three kernels of knowledge to chew on: the Negotiation Process, the Negotiation Theatre and the Impact of Personality & Style.
THE NEGOTIATION PROCESS
The permeating attitude in the process is always win-win or no deal, whether you’re negotiating price, terms or any other aspect of the desired outcome. The Negotiation Process includes three components: Style, Options and Principles.
Starting with style, your best bet is to embrace a flexible negotiating approach, moving from a continuum of quick to deliberate. Mix it up along the way to vary the tempo and keep from being predictable. Carefully plan your options, developing a best case, acceptable case or worst case scenario. Adhere to basic – simple, but not easy – principles. Among the most important ones to bake into your approach include a realization that there are really no rules, everything is in play, and a ‘NO’ is acceptable, and sometimes a preferred response. Learn to work with, rather than against, the other party, for a mutual agreement.
WELCOME TO NEGOTIATION THEATRE
Life itself is one long, continuous “act” and we are all but players in the “production”. Negotiating is “theatre”, and the negotiation model has four distinct acts. The Investigative Phase begins before the curtain rises – though we call it Act 1. In Act 2, called the Presentation Phase, we begin to present our case, based on our research. In the course of our presentation, you will totally justify your pricing and any of your preferred desired outcomes. Act 3 begins after both sides have delivered their lines, and the Bargaining Phase officially starts. One conclusion the “audience” agrees on: both sides have a genuine desire to trade. Everyone in the “theatre” is anxious about how this play will end. Introducing Act 4: the Agreement Phase, where there’s an acknowledgment from both sides, that all points have been addressed. In many ways, this act is the most “entertaining”, since one of the “actors” may drop out here, and not even stick around for the final curtain. You must be prepared to walk out of the venue, if there’s no agreement to be found.