Advanced Principles of Better Negotiation

MODULE 1: Introduction and Course Overview

Topics covered:

• Course Introduction

MODULE 2: The Power of IF ...

Learning outcomes:

Learn to use trial statements and questions in order to uncover commitment from the opposing party.

Topics covered:

• Getting the other party to commit
• A Trial Statement
• The Payoff Question

MODULE 3: Problems with Multiple Party Negotiations

Learning outcomes:

Know the extra factors to be considered when involved in a multi party negotiation, and how to retain power while negotiating.

Topics covered:

• Extra factors to consider in multi party negotiations
• The Element of Competition
• One Seller/Supplier vs Many Buyers
• One Buyer vs Many Sellers/Suppliers
• Joint Ventures - How the Solution Can Have Problems Too

MODULE 4: Bargaining and Positioning to Advantage

Learning outcomes:

Understand your position within a negotiation, and how to leverage that for maximum advantage.

Topics covered:

• A Brief Explanation of the Supply Chain
• Are You Negotiating Up or Down the Supply Chain?
• The Concept of Control
• How to Assert Control
• Controlling the Negotiation as a Buyer - When to Tender
• Controlling the Negotiation as a Supplier - When to Auction
• Auction Options: Starting Low vs Starting High

MODULE 5: Making Summarising an Art

Learning outcomes:

Learn how to summarise the negotiation in ways that will best highlight your case.

Topics covered:

• How to use Summarising to Swing the Vote
• What Does Summarising Do for Both Parties?

MODULE 6: Breaking Deadlocks

Learning outcomes:

Be able to use realistic tactical skills to help break deadlocks in negotiations.

Topics covered:

• When to Concede and When to Walk Away
• When your Arguments are an Obstruction to Settlement
• When A Has to Do Something Before B
• Recognising the Underlying Emotional Resistance

MODULE 7: Dealing With The NOs

Learning outcomes:

Know how to diffuse fear or negative perceptions to make negotiations move forward.

Topics covered:

• How Fear Can Make or Break the Deal
• Finding the Positives From the Other Side

MODULE 8: Controlling the Paperwork: Clauses That Benefit Both Parties

Learning outcomes:

Be able to use specific clauses that help us legitimise negotiated agreements by protecting both sides.

Topics covered:

• Indemnity
• Negotiation/Mediation
• Period Review
• Prohibited Contract
• Dispute Resolution

MODULE 9: Your Personal Action Plan