The Professional Negotiator

About the Course

"Everyone negotiates." However, too many of us don't consider if we could have done better and, if so, how. This is because most are unaware of all the factors and dynamics involved in what it means to negotiate successfully, and as a result, we walk through life smiling in blissful ignorance. 

Is your negotiation skill set all it can be? How effectively is your use of the twin ancient arts of listening and questions? On the morning after your negotiation, do you have buyer's remorse and a bad case of "would of, could of, and should have?" Do you know how and when to apply the factors of time, information, and power to your negotiation? Can you identify and know how and when to use all of the more than 30 kinds of power to make your negotiation as successful as possible? 

How do you keep the other party interested enough to come and stay at the table until an agreement is reached? Or what about the impasse, and how do you successfully navigate through it? How well do you productively respond to emotional outbursts or someone trying to hijack the negotiation away from its real purpose? Or how to counter an "end run?"

Regardless of where you are currently on the knowledge and practice spectrum of negotiation, The Professional Negotiator training course can heighten the delegate's awareness about what it truly means to negotiate effectively and positively change all that for you! 

Core Objectives

The delegates will achieve the following objectives:

• Develop an understanding and appreciation for applying the basic theoretical foundations of negotiation into the real-world practical context to add value to an organisation and/or relationship
• Cultivate one’s practical negotiation styles and skills
• Understand the role and impact of ethical considerations when negotiating and how to safely traverse the ethical minefield
• Apply negotiation strategies in a variety of contexts, including contract negotiation, dispute resolution, and settlement discussions
• Gain an appreciation for both verbal and non-verbal communication as well as other interpersonal skills to maximise agreement opportunities
• Explore the negotiation application of such concepts as Emotional Intelligence, Transactional Analysis, and Conflict Resolution in dispute settlement scenarios
• Identify the most common barriers to a successful negotiation outcome and develop preparatory and responsive strategies to meet such challenges
• Recognise and apply various safeguarding strategies for memorialising not only what was agreed to on the surface in written form but it's intent as well

Training Approach

This training course will utilise a blended approach through daily experiential exercises, group discussions, video case studies, role play, self-reflection (self-awareness and/or mindfulness), and peer feedback/coaching activities. Such a mixture of multifaceted approaches contributes to higher levels of consistent engagement and retention for delegates who feel challenged and draw quick wins for their development during the program. It also provides ample opportunities to apply what they have learned in successful practice, which will positively translate to the challenges they face upon reentry to their respective negotiations.

The Attendees

This training course will benefit the entire spectrum of negotiators. From persons seeking to do better in their next negotiation to novice negotiators aspiring to be recognised as future professional negotiators to veteran negotiators seeking to update and/or refresh their established knowledge base and skill set, all have something to gain. Additionally, because negotiation is often a "team sport," it is essential to those who must resolve all disagreements or disputes. 

Likewise, it will be valuable to the professionals but not limited to the following:

• Board of Directors & Supervisors
• Council Persons
• Legislative Bodies
• Executives
• Department Directors
• Managers and Supervisors
• Technical Staff
• Security Staff
• Customer Service and Relations
• Union Representatives
• Human Resources
• Employee Relations
• Ombudspersons
• Internal and External Mediators

Daily Discussion

DAY ONE: NATURE, PHILOSOPHY, AND STYLES OF WHY, WHEN AND HOW WE NEGOTIATE

• Negotiation as Conflict Resolution Skill
• Who Negotiates? Selecting and Educating the Table and Support Teams
• Selecting and Training Padawans/Apprentices?
• Authority and Challenges to It
• Rights of the Parties
• Good Faith Standard
• Differences between One Off vs Continuing Relationships.
• The Right Forum for the Fuss: Identifying Negotiation Processes
• Identifying Negotiation Styles: Their Strengths and Vulnerabilities (Win-lose, Win-Win, Interest-based)
• Responding to a Win-lose Approach

DAY TWO: PREPARATION, PREPARATION, AND EVEN MORE PREPARATION BEFORE, DURING AND AFTER NEGOTIATION

• Establishing Rumor Control: Communicating Before, During & After and Confidentiality
• Identifying, Defining, and Prioritising Your and their Issues/Needs/Interests (BATNAs & WATNAs)
• Embracing High Aspirations: Prioritising Your Optimal Point, Target Point, Resistance Point, and Concession Points
• Use of Costing Models in Preparation and at the Table
• Plotting a Series of Diminishing Concessions, supported by Reasons, Leading to Settlement
• Use of “Housekeeping” Proposals
• Location and Environment
• Formal and Informal Ground Rules (including “Capping” Table Items to Avoid Last-minute Additions) 

DAY THREE: THE DYNAMICS OF TIME, INFORMATION, AND POWER

• Time (Sprint and Marathon Runners)
• Information (“Tell me more about that” And the Positive and Passive Aggressive use of Childlike Curiosity)
• Power: Identifying the 30+ Types of Power Dynamics
• Agendas (both Known and Unknown)
• Dealing with Denial
• Proper Use of Emotions: Dealing with their Abuse and Mining their Constructive Use
• Dealing with Puppet Masters
• Dealing with “Resurrected Issues”
• Use of “Supposals” 

DAY FOUR: WHAT CAN GO WRONG AND HOW TO FIX IT!

• Using Technology in Negotiation (Email, Text, Tracking Proposals, Costing, Language, AI, Etc.)
• Dealing with Difficult Negotiators
• The “Art” of Limited Choices
• Benefits of Empowering the Other Party
• Use and Abuse of Apology and Forgiveness
• Ending the “End Run”
• Beyond Logic: When All You've Got Just Isn't Enough!

DAY FIVE: CLOSING, MEMORIALISING, COMMUNICATING, AND ENFORCING THE DEAL

• Bundling/Packaging
• The Appeal of “Exploratory” Solutions and Tentative Agreements
• Proper Timing and Use of Last, Best and Final Offers
• Rejections and Ratifications
• Identifying the Criteria for and Memorialising Impasse
• Use of Mediation
• Interest Arbitration
• Memorialising and Communicating the Deal