Based on the work of the Harvard Negotiation Project, this course provides a negotiation framework for real world business negotiations. Includes actual formulas and techniques for calculating the best possible deal.

NEGOTIATION PSYCHOLOGY

  • Preparations for negotiations
  • Information Gathering
  • Learning about the Other Party
  • Third Party Influences
  • Active Listening

NEGOTIATION STRATEGIES AND TACTICS

  • Assessing Interests and Asset values
  • Claiming and Creating Value
  • Reservation Values
  • Evaluating the Zone of Possible Agreement
  • Multi-Issue Negotiation

COUNTER-STRATEGIES

  • Anchoring
  • Negotiating from a position of weakness
  • Blindspots
  • Concessions
  • Counteroffers

CLOSING THE DEAL

  • Calculating Gains vs Losses
  • Agreements
  • Walking Away
  • True meaning of a “Win – Win”

On-Site Classes

Business Negotiation Skills

2 Day 10 hr program up to 20 attendees - $5000 per class

Example: 20 attendees, 10 hrs, $5000 or $250 per attendee

For more information on our On-Site Seminars
email seminars@proscholastics.com.

Organizational Communications

Learn how to design a comprehensive organizational communications culture.
Learn More