The quality of your success in negotiation depends directly on the quality of your communication with others.
Outstanding success in negotiation relies on a superior ability to strategize. Quality strategies require highly refined perceptual skills—the ability to see more, hear more and recognize behavior patterns better than the average. The result of learning and applying these skills leads to real understanding between people as conflicts are resolved and mutually satisfying agreements found. These negotiation skills are practiced in Negotiation. 90% of the day is spent in practice.
Negotiation will help you understand and influence the process of communication, the key to success when searching for areas of agreement.
- Based on Syntonics, a model of effective negotiation based on psychology, linguistics and systems theory.
- Uses facts from The Huthwaite Report on characteristics of highly successful negotiators.
- Rapport skills, because unless rapport is created, agreements won’t occur.
- Effective verbal patterns evolve when you know how to listen and what to listen for.
- Nonverbal presentation skills—ways to utilize your nonverbal behavior to enhance the content of your message.
Our earlier values and beliefs rest on the sensory data we gather, organize, and respond to in our behaviors. Knowing the other’s perceptual preference gives you an edge in understanding the other. Understanding is essential in creating agreements among the chaos of conflicts and different points of view.
- The role of perception in the negotiation process. Practice session.
- The visible signs of individual processes that are affecting the outcome of the interactions. Practice session.
- How to use sensory data to fine-tune your goals, and how to “loan” this strategy to your negotiation partner. A great way to establish rapport and move toward closure. Practice session.
- How deletion, distortion, and generalization create the maps of reality that affect each of our decisions. This module offers many new options when inside the negotiation process. Practice session.
- The Huthwaite Report findings and integration of the negotiation skills.
The five-day version of this seminar has been presented
for the permanent staff of the United Nations.
Allstate American Express Capsugel Warner-Lambert Citibank Chase Manhattan Bank Continental Airlines Dell Computer Corp. Eastman Kodak Estee Lauder FPL IBM Interceramic S.A. (Mexico) ITT Miller Brewing Nissan Pacific Bell Sprint Wells Fargo Bank and more.
90% of the seminar is devoted to practice.
We offer 1, 3 or 5 Day class configurations.
Designed by Genie Z. Laborde, Ph.D., author of
Influencing with Integrity, 151,000 copies sold in six languages.