live online virtual training workshop

Description

In today’s business environment, the ability to negotiate well is not merely an important skill - it is indispensable.

As today's business environment becomes more complex, an ability to secure advantageous deal terms while protecting relationships with counterparts is essential to your success.  While pursuing agreement terms such as price points, deliverables, other parameters are paramount, savvy professionals understand the importance of cultivating long-term relationships with counterparts.

All too often, negotiators feel pressed to choose between these two objectives…that might seem to be mutually exclusive.  You might believe that only one objective can be met:  either the agreement terms or the relationship capital.

In reality, you can successfully pursue both. 

In this hands-on workshop led by an expert negotiator, you will learn how.  You will learn a negotiation framework that builds upon the pioneering work of the Program on Negotiation at Harvard Law School and that is informed by Consensus’ 250+ years of combined negotiation experience. 

Learning Objectives

• Understand the benefits and applicability of a collaborative approach to negotiation
• Manage negotiations more effectively
• Improve one’s position in a negotiation
• Achieve better agreement terms
• Protect, if not enhance, relationships with negotiation counterparts
• Better prepare for any negotiation

Components

• Disaggregate the inherent relational factors from the substantive objectives in a negotiation
• Address relational factors and substantive objectives separately and concurrently
• Use relational factors to influence negotiation results
• Elicit important information from the other side
• Respond effectively to opposition
• Understand when and how to walk away from the negotiation table