Seminar: Negotiation Excellence


Available Upon Request

This material was designed for the United Nations, and the skills are adapted from the same core concepts of SYNTONICS. The major difference between Sales and Negotiation is that Negotiation is more difficult and requires more flexibility in thinking than does sales. In Sales, once you have established a need on the part of the customer, then all you have to do is demonstrate that your product fits the need. For Negotiations, you also have to discover the Hierarchy of Values, the Past Emotional History of the Interactions, the Prejudices and Preconceptions of both or all parties. Negotiations are more demanding, but also more satisfying. The complexity is the challenge. Negotiators are addicts of the challenge. This seminar may turn you into a professional addict of the challenge. Winning by dove-tailing is so satisfying.

SKU: SM-00004. Category: .

Product Description

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.

Module I 

  • The role of perception in the negotiation process.  Practice session.

Module II

  • The visible signs of individual processes that are affecting the outcome of the interactions.  Practice session.

Module III

  • 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.

Module IV

  • 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.

Module V

  • 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.
We have seventeen years of conducting business trainings for: 
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.



  1. out of 5


    Since taking your course . . negotiations have been more successful and require less time. By using your concepts of defining desired outcomes and “dovetailing,” I have been able to rapidly negotiate a number of very successful win-win contracts . . . In the middle of a recent very important negotiation with two representatives of an original equipment manufacturing vendor, one of the two negotiators on their side began to negotiate our position with the other of` the two. He proceeded to negotiate a better contract for us than anything that we were hoping for. My attorney, who was observing the proceedings, had a difficult time believing that what he had observed had actually happened!

Add Review

Add a review