Successful Negotiator Webinars

Introduction

We have organized these Webinars to address two objectives. They are:

  • help reinforce the learning objectives from our core workshop.
  • provide brief overviews of the negotiation process for those individuals who have had no negotiation training, but need to negotiate with vendors and others.

The sessions are brief, but can be tailored to address specific organizational objectives.

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.