FIERCE NEGOTIATIONS

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.

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