Master the art. Negotiating does not have to be a struggle. Learn to expand thinking, examine competing perspectives and uncover solutions. Flerce negotiations not only preserve relationships, they enrich them.
FIERCE NEGOTIATIONS
FOUNDATION
- 3 Transformational ideas that come from Fierce Conversations
- 4 Objectives of a Fierce Conversation
- 7 Principles of a Fierce Conversation
DIVE INTO CONTENT
- Where do we negotiate?
- Explore the various ways we negotiate both internally and externally within our organizations
- Define Fierce Negotiations including the four primary negotiation styles
- Introduce ZOPA: The Zone of Possible Acceptance
- Review the 7 Principles of a Fierce Conversation and how they apply to the negotiation process
PREPARATION FOR A NEGOTIATION
- Introduce Transformational Idea #1 through the lens of negotiations
- Play the Negotiation X-Y Game to recognize your own style, tactics and the impact of relationships in responding to negotiations
- Review best practices on how to prepare for an upcoming negotiation using a Short Preparation Form
RELATIONSHIP AND CURIOSITY
- Apply Transformational idea #2
- How to create emotional capital and and how it impacts our results during negotiations
- The CLICK! Model
IMPACT OF YOUR CONTEXT ON RESULTS
- Apply Transformational Idea #3 to introduce the power of context and how it impacts our results during negotiations
- Introduce Needs Blending
- Discuss mining for underlying needs
- Explore how to employ collaborative brainstorming in negotiations
SETTLING DIFFERENCES AND CLOSING THE NEGOTIATION
- Discuss how to confront negative negotiation tactics and still enrich the relationship
- Go over the closing question and how to proceed after the agreement
- Close workshop-answer any remaining questions and provide clarity