2013 - Negotiation Skills: How to Enhance your Performance and your Career

Overview : The concepts of this set of skills have been organized into an Alphabet to encourage the newcomer to remember all the options available when inside the negotiation with an adversary.
Here is an over-view of the Negotiation Alphabet: A. A specific goal B. Be open C. Chunk Up D. Dovetail E. Eyeball F. Feelings G. Group H. Hello I. Intent J. Just look K. Kick the habit L. Lots of options M. Metaphor N. Negative Consequences O. Outcome Setting P. Pressures R. Rapport S. Sensory Acuity T. Time U. Understand the Other V. Validate and Reframe W. Who is the decision maker? X .Examine cause-effect Y. Your Map of Reality Z. Zip-a-dee-doo-dah for setting up a win-win so this negotiation will hold up over time. The participants will be urged to have a pen, pencil or i pad ready to take notes because these options are powerful and the participant will want to be able to go over the notes after the session. Some of these skills evolved from the sophisticated study of successful negotiators which is included in the Huthwaite Report. One particularly surprising finding in the report is that successful negotiators use the word "feel” many times more often than do mediocre negotiators, according to this study which gathers information from their peers. Another surprising finding of this study is that the successful negotiators validate the opponent's position before making a new suggestion.
Why should you attend: HR personnel may not know that the need for negotiation skills emerges often in business. The outcomes of many interactions can be improved by the use of these advanced strategies. The ability to establish rapport and to dove-tail outcomes pays off in almost all business communication. HR members who are un-aware of these thinking processes are at a disadvantage in daily business meetings. Negotiation techniques have been evolving through the centuries as people interact in greater numbers.
Here is a definition of negotiating: Any communication interaction where the goals of two or more parties seem to be in opposition. The term "seem to be" is used here because there are strategies that you can use to put you both on the same side. Also negotiating skills become useful when someone is blocking you from getting what you want. The tension, anxiety, and frustration of this situation may cloud your thinking. Having a well-rehearsed set of options to use in this situation will serve you well. Our philosophy about negotiating is that win-win works better in the long run than a win-lose. The loser in any negotiating becomes creative in finding a way to even up the score. By using creative thinking, both sides can end up with a greater "share of the pie" than they originally thought was possible. The approach ensures that the agreement will hold up over time. In this one hour session, we'll present an Alphabet A to Z of concepts to improve your negotiating outcomes. We've taught these skills to the permanent staff of the United Nations to seasoned negotiators who found new ways of unblocking negotiations with these concepts.
Areas Covered in the Session:
The importance of maintaining a positive attitude and encouraging rapport will be discussed
Shouting, blaming, irritable behavior handling techniques
Creative ways to structure a negotiation
key ideas to win a negotiation
Defining the goals
Understanding facial expressions, voice tone, hand movements, breathing, skin colors, and even pauses in speaking
How to have flexibility in negotiations, which gives the edge to set up a long term agreement
Establishes rapport and conveys respect
Who Will Benefit:
Human Resource
CEO's
Managers
Supervisors
Leaders
Negotiators
Dr. Genie Z. Laborde, Ph. D., Internationally recognized seminar leader and author with 31 years experience in her field, is also the Founder of International Dialogue Education Associates, inc. Dr. Laborde designs her programs, produces her videos to complement the trainings, and certifies her trainers to conduct the programs. She and her trainers have taught over 50,000 students in 15 countries around the world. Her book, "Influencing with Integrity" has sold more than 151,000 copies in 6 languages. The skills in her seminars are collected from Gestalt psychology, Linguistics, Cybernetics, and new Right Brain insights. Her book of research, "Toot Your Own Horn", is a collection of 26 studies, indicating the effectiveness of these skills in the work-place. I.D.E.A.'s client list includes IBM, Chase Bank, Dow Jones, Sprint, Dell, HP, Intel, the United Nations, Stanford University, and 100 other major corporations and institutions.