Mastery of Negotiations

Not currently available in British Columbia.

Erickson has developed a three day (24 hours) curriculum on negotiations to help organizational negotiators building mastery in their skills. As evidenced in many approaches, the costs of “win/lose” confrontation style negotiations are high.

This can take the form of conflicts or misunderstandings that cause inefficiency and unproductivity in professional environments, extended or unresolved negotiations, long process of making deals, strikes and lockouts, an antagonistic work force, high settlement costs and a loss of customers and clients. The marketplace is demanding new and more effective approaches.

A key to effective negotiations lies in the skills and abilities of the negotiator. He/she must not only have a thorough grounding in the negotiations process, but also a broad appreciation of psychological, economic, social and communications based issues.

- This program provides a pragmatic approach to the development of the expert negotiation skills and knowledge you require to contribute to the future success of your enterprise.

- After intensive training, you will be equipped deeply to go through all steps of a negotiation process.

- This program aims to enable participants to lead successful negotiations with proven Solution Focused and Outcome Oriented coaching skills and NLP technologies.

Program Focus

- To coach powerful negotiations;

- To use coaching skills in negotiations to make a strong deal;

- Prepare for negotiations and read signals;

- Participate as a member of a negotiating team;

- Find relevant information;

- Sort through a multi-layered proposal and make an effective counter proposal;

- Recognize key psychological issues;

- Create alternatives;

- and…Make a deal!

The program also focuses on:

What is Negotiation?
Principles and Procedures of Negotiating
The Mind and How It Works
Understanding the Process and Problems of Sales
Exploring Statelines to Develop Coach Position
What Coaching does in the market place
Negotiation Tactics and Maneuvers
Negotiating / Influencing the Process
Yes/No Calibration in Sales Response
Yes/No Calibration in Management
Calibration to Agreement/Disagreement
Communication Principles
Resolving Conflict
Cross-Cultural Negotiation
Other Uses for Calibration in Sales From Conflict to Teamwork
Hierarchy of Criteria: Enhancing Motivation in Negotiation
The Yes But Exercises
Negotiation Exercises

Who Should Attend

- Sales and Marketing Professionals
- Customer Relations professionals
- Leaders and Managers
- Purchasing Experts
- Service Industry people
- Recruiters and HR specialists
- Coaches for negotiators
- Others in need of improving negotiation skills.