Handling Obstacles During Negotiations Seminar

You have been making good progress during a very critical negotiation. The other team has been friendly and easy to work with. The positions are not that far apart and you are beginning to think you will be home in time for dinner when THUD! -- you suddenly run smack dab into an objection by the other side that caught you totally by surprise. You hadn’t anticipated it during your research and, frankly, you really don’t understand it now. It seems more than a little unreasonable, maybe even irrational, and your first instinct is to just drop the hammer on these guys because you are confident that yours is the more powerful position.

Before you find yourself in this situation again, sign up for our one-day class called Handling Obstacles During Negotiations. During this course you will discover that obstacles and objections are a normal part of every negotiation. You will also learn that they often represent important opportunities to discover new options, build stronger relationships with the other side and work out a true winning solution for everyone involved. We use small group activities, videotaped role-plays and plenty of individual coaching to help you practice collaborative skills by learning how to ask good questions and uncover hidden needs and concerns. A great negotiator is never surprised or discouraged by obstacles. He is always ready to look beyond them and see the solution that is waiting just around the corner. When you finish this course, you will be able to see it, too.

Seminar Objectives:

Participants in the Handling Obstacles During Negotiations seminar will learn to:

• Recognize and neutralize manipulative tactics.
• Manage questions and obstacles with a technique that will allow you to respond respectfully without losing control of the negotiations.
• Deflect personal, hostile or irrelevant objections and questions by re-establishing common ground in the negotiations.
• Create a list of concessions that can be "given" during the negotiation to use as bargaining tools.
• Use the pace, tone, and pitch to project a calm, powerful position.
• Properly use necessary documents and outlines to legitimately overcome objections.
• Prepare a principled negotiation outline by using a simple, but highly effective format.

On-Site Negotiation Training: can be tailored to the needs of client organization and delivered on-site at time and location of client choice.

For more information and pricing, please complete this form and we will email you a confidential Annotated Outline that will provide you with an hour by hour description of this training seminar.