The Six Step Methodology

Staff: Ira Asherman or Barry Sagotsky

Time: Sixty Minutes

Overview:
This is a review of the six - step Successful Negotiator Methodology and the critical behaviors used at each step in the process.

Objectives:

• review each step and its importance to the negotiation process.
• identify the behaviors for each step and why they are important.
• identify the behaviors to avoid.

The Collaborative/Competitive Model

Staff: Ira Asherman or Barry Sagotsky

Time: Sixty Minutes

Overview:
This session provides a review of the Collaborative/Competitive model and the role trust plays in implementing the collaborative model.

Objectives:

• clarify the differences between the collaborative and competitive approaches to negotiation.
• identify the benefits of the collaborative model.
• identify the importance of trust to the collaborative model.

Trust

Staff: Ira Asherman or Barry Sagotsky

Time: Forty-five Minutes

Overview:
This session looks at the research on trust, its impact on the negotiation process and how we build trust.

Objectives:

• identify the importance to the negotiation process.
• identify the behaviors critical to building trust.
• identify the behaviors that destroy trust.
• identify how we react to high and low trust people.

Negotiation Failure

Staff: Ira Asherman or Barry Sagotsky

Time: Thirty Minutes

Overview:
This session will review the research on negotiation failure and the steps we need to take if we are to be successful at the negotiating table.

Objectives:

• identify the factors that contribute to failure at the bargaining table.
• learn how to measure negotiation failure.
• define positive steps to take.

Special Issues in Negotiation

Staff: Ira Asherman or Barry Sagotsky

Time: Forty-five Minutes

Overview:
This session will cover openings, climate setting, concessions and closings.

Objectives:

• identify who should open the negotiation.
• identify the importance of anchoring to the negotiation.
• identify the value of climate setting.
• identify how and why to make concessions.

Negotiation Planning

Staff: Ira Asherman or Barry Sagotsky

Time: Sixty Minutes

Overview:
Utilizing our Planning workbook, we will review planning process.

Objectives:

• review the elements of effective planning.
• identify the factors that get in the way of effective planning.
• clarify what to do when you do not have the time to plan.

Note: This session will use the negotiation of the stars of the TV show Friends to illustrate the importance of planning.

Culture and its impact on Negotiation

Staff: Ira Asherman or Barry Sagotsky

Time: Forty-five Minutes

Overview:
This session will look at the role of culture and language in negotiation.

Objectives:

• understand the elements of cultural differences.
• understand language differences and the impact on negotiation effectiveness.
• develop strategies for overcoming cultural and language differences.

Navigating Difficult Conversations

Staff: Jay Cherney or Jack Lerner

Time: Sixty Minutes

Overview:
How to handle the difficult conversation.

Objectives:

• understand what makes some conversations so difficult and frustrating.
• Identify the core mindset for collaborative, "learning" conversations.
• Learn the core behaviors/skills needed to be effective.

Personality and the Negotiation Process

Staff: Barry Sagotsky or Ira Asherman

Time: Sixty Minutes

Overview:
This session will explore the impact of negotiator personality on negotiation outcomes.

Objectives:

• develop a format for understanding the factors effecting negotiator performance.
• understand the importance of individual needs and interests to negotiation success.
• identify how to use needs and interests to find creative solutions.