Negotiation Strategy & Tactics
Influence, negotiation, change management training, Influence training, negotiation training, interpersonal training,
management training, supervisory skills training, supervisory skills, change management training, communication
training, positive power and Influence program, PPI, presentation skills training, meeting management training,
interpersonal skills, training, business training, harvard, positive power and Influence, communication, change
management, management training, positive negotiation, negotiation skills, presentation skills, meeting management,
effective meetings, Influence without authority, situation management, train the trainer, customer service, conversation,
skill building, experiential training, experiential, interactive training
management training, supervisory skills training, supervisory skills, change management training, communication
training, positive power and Influence program, PPI, presentation skills training, meeting management training,
interpersonal skills, training, business training, harvard, positive power and Influence, communication, change
management, management training, positive negotiation, negotiation skills, presentation skills, meeting management,
effective meetings, Influence without authority, situation management, train the trainer, customer service, conversation,
skill building, experiential training, experiential, interactive training
Influence, negotiation, change management training, Influence training, negotiation training, interpersonal training,
management training, supervisory skills training, supervisory skills, change management training, communication
training, positive power and Influence program, PPI, presentation skills training, meeting management training,
interpersonal skills, training, business training, harvard, positive power and Influence, communication, change
management, management training, positive negotiation, negotiation skills, presentation skills, meeting management,
effective meetings, Influence without authority, situation management, train the trainer, customer service, conversation,
skill building, experiential training, experiential, interactive training, call center coaching, call center training, contact
center training, contact center coaching, telephone sales, e-mail communication, email communication, customer
service training, technical support training, field rep training, customer service for field reps, customer service for
technical support, getting to the heart of, getting to the heart of customer service, getting to the heart of technical
support, getting to the heart of email, the other side of service
management training, supervisory skills training, supervisory skills, change management training, communication
training, positive power and Influence program, PPI, presentation skills training, meeting management training,
interpersonal skills, training, business training, harvard, positive power and Influence, communication, change
management, management training, positive negotiation, negotiation skills, presentation skills, meeting management,
effective meetings, Influence without authority, situation management, train the trainer, customer service, conversation,
skill building, experiential training, experiential, interactive training, call center coaching, call center training, contact
center training, contact center coaching, telephone sales, e-mail communication, email communication, customer
service training, technical support training, field rep training, customer service for field reps, customer service for
technical support, getting to the heart of, getting to the heart of customer service, getting to the heart of technical
support, getting to the heart of email, the other side of service
 | |  | |  | |  | |  | |  | |  |
Overview of Negotiation Strategy & Tactics
Used by over 150 organizations worldwide, The Negotiation
Strategy and Tactics Program prepares participants to reach
quality working agreements via a consistently effective process
of negotiation. Participants learn how to manage the process of
negotiation from planning through implementation using tactics
that best fit a particular situation.
Fast paced and highly experiential, the program provides
ample opportunity to practice negotiation skills and receive
feedback from experienced trainers and peers.
Why is Negotiation Skills Training so important?
Price. Priorities. Schedules. Resource allocation.... Many everyday decisions are subject to
negotiation. Yet for most people, negotiation is not easy.
Natural-born negotiators are rare. And few people consciously develop a consistently effective
approach to negotiation on their own. This deficit in negotiation skills leads to personal frustration
as well as incalculable losses in opportunity, efficiency, and productivity.
Negotiation Strategy and Tactics provides a proven negotiating process and corresponding skills
anyone can apply to consistently achieve definitive agreements, strengthen work relationships,
avoid nonproductive conflicts, and make more efficient use of that most precious of resources...
time.
Participants apply Negotiation Strategy and Tactics to:
Enter negotiations with confidence and a strong sense of purpose
Avoid unnecessary, nonproductive conflicts
Build sustained mutual trust with negotiating partners
Clearly prioritize their negotiating objectives
Improve cross-functional, supplier and client relationships
Become more effective team members/team leaders
Who is the program for?
Negotiation Strategy and Tactics is designed for everyone who regularly negotiates in pursuit
of work objectives, including those who:
Work in sales
Manage relationships with vendors
Negotiate salaries and benefits with direct reports
Negotiate for resources and support
Coordinate with other units or departments
What is in the program?
DELIVERY FORMATS AND SAMPLE AGENDAS
Sample Agenda: 1-Day Negotiation Strategy and Tactics Seminar
Sample Agenda: 2-Day Negotiation Strategy and Tactics Workshop
Sample Agenda: 3-Day Negotiation Strategy and Tactics Program
CONTENT, METHODOLOGY AND PROGRAM STRUCTURE
Negotiation Strategy and Tactics presents Purposeful Negotiation Action™—a model that helps
negotiators to see the big picture of each negotiation and always think a step or two ahead,
developing practical plans as they proceed through the four main negotiating stages.
Figure 1. The Negotiation Stages
PRELIMINARY STAGE
The preliminary objective of the Preliminary Stage is to create a positive climate for negotiation.
The parties state their values, their preferences for dealing with others, how they want to be
treated, and what they would consider an ideal outcome. They set a negotiating agenda and agree
on ground rules.
OPENING STAGE
The parties state their opening positions or settlement expectations. The parties then clarify one
another’s positions and test for probe for firmness and flexibility.
EXPLORING STAGE
The parties explore underlying needs and test the value of alternative currencies that might be
exchanged to reach a negotiated agreement.
CLOSING STAGE
The parties structure their agreement by matching alternative currencies to needs until one or both
parties are willing to settle for less, or give more, of the prime currency. They then move to
“contracting”: confirming their understanding, recording the agreement, and planning the actions
required to ensure that the agreement will be effectively finalized and implemented.
How is the program structured?
Participants in Negotiation Strategy and Tactics first explore their own negotiating styles, then
learn to analyze negotiating situations and shape their negotiating strategy and tactics to each
negotiation they enter.
ASSESSMENT: The Negotiation Skills Inventory provides participants with baseline data on their
performance of critical negotiation tasks. Participants use a negotiation model to determine their
typical response to disagreements, their understanding of negotiation, their strengths and
shortcomings as negotiators, and their personal goals for the program.
NEEDS/CURRENCY ANALYSIS: Participants examine the underlying needs which drive
negotiations. They learn how to identify the prime currency of exchange in a given negotiation, as
well as to recognize the value of alternative currencies. Simulations provide opportunities to
practice planning for negotiation and interactive skills.
TACTICAL ANALYSIS: Participants learn tactics for carrying out each of the critical tasks of a
negotiation. They formulate a General Tactical Orientation that helps them select tactics
appropriate to any negotiation. Flexibility is stressed. Participants learn to use a range of tactics
and to modify their approach as they go.
APPLICATION PLANNING: Participants plan and rehearse an actual negotiation that awaits them
back at work so that they can put the concepts and skills from the program to immediate use.
POSITIVE NEGOTIATION MODULE: The optional Positive Negotiation Module fortifies Negotiation
Strategy and Tactics with a day of training specifically to build the influence skills that can be
decisive in any negotiation. In this optional one-day module, Participants complete the Negotiation
Style Questionnaire to assess their typical influence behaviors when negotiating. They then
engage in simulated negotiations to develop and learn to situationally apply powerful and proven
influence skills.
FREQUENTLY ASKED QUESTIONS
Who Delivers the Program?
The Negotiation Strategy and Tactics Program is conducted by certified trainers. APRENDA’s
trainers have between 8 and 15 years experience training the program and are highly skilled and
flexible. Client organizations may also choose to conduct the program using trained and certified
internal trainers. Inquire about our Train-the-Trainer and Certification Programs if this is your
organization’s strategy.
What Adult Learning Techniques are Used in the Program?
Adult Learning Techniques used in the program include short input lectures, self-directed
learning, exercises (individual, group and pair), role-plays, trainer feedback and coaching. Video
and/or audio is used and role-play simulations are chosen from an extensive library. Client-
specific exercises can be included.
How Long is the Program?
The program produces excellent results when conducted over one to three consecutive days with
a structured assignment to be completed prior to the program. Your APRENDA account manager
will work with you to design a delivery method that best suits your needs. 1 day designs are also
available to meet specific group needs and time restrictions.
What is the Recommended Class Size?
One trainer per twelve to sixteen participants is recommended to ensure high-levels of personal
feedback and coaching. Smaller and Larger Group Programs are available.
Can the Program be Customized to meet our specific business needs?
Yes. Negotiation Strategy and Tactics is easily tailored. Your account manager will work with you to
design a delivery schedule that best suits your needs.
Who uses Negotiation Strategy and Tactics?
More than a quarter million managers and professionals, working in the world’s leading
organizations, including:
CNA Insurance
Anheuser-Busch
Amoco
BASF
Bell Atlantic
Chevron
Citibank
ExxonMobil
Lever Brothers
Philip Morris
Shell
Van Leer
Wang
Used by over 150 organizations worldwide, The Negotiation
Strategy and Tactics Program prepares participants to reach
quality working agreements via a consistently effective process
of negotiation. Participants learn how to manage the process of
negotiation from planning through implementation using tactics
that best fit a particular situation.
Fast paced and highly experiential, the program provides
ample opportunity to practice negotiation skills and receive
feedback from experienced trainers and peers.
Why is Negotiation Skills Training so important?
Price. Priorities. Schedules. Resource allocation.... Many everyday decisions are subject to
negotiation. Yet for most people, negotiation is not easy.
Natural-born negotiators are rare. And few people consciously develop a consistently effective
approach to negotiation on their own. This deficit in negotiation skills leads to personal frustration
as well as incalculable losses in opportunity, efficiency, and productivity.
Negotiation Strategy and Tactics provides a proven negotiating process and corresponding skills
anyone can apply to consistently achieve definitive agreements, strengthen work relationships,
avoid nonproductive conflicts, and make more efficient use of that most precious of resources...
time.
Participants apply Negotiation Strategy and Tactics to:
Enter negotiations with confidence and a strong sense of purpose
Avoid unnecessary, nonproductive conflicts
Build sustained mutual trust with negotiating partners
Clearly prioritize their negotiating objectives
Improve cross-functional, supplier and client relationships
Become more effective team members/team leaders
Who is the program for?
Negotiation Strategy and Tactics is designed for everyone who regularly negotiates in pursuit
of work objectives, including those who:
Work in sales
Manage relationships with vendors
Negotiate salaries and benefits with direct reports
Negotiate for resources and support
Coordinate with other units or departments
What is in the program?
DELIVERY FORMATS AND SAMPLE AGENDAS
Sample Agenda: 1-Day Negotiation Strategy and Tactics Seminar
Sample Agenda: 2-Day Negotiation Strategy and Tactics Workshop
Sample Agenda: 3-Day Negotiation Strategy and Tactics Program
CONTENT, METHODOLOGY AND PROGRAM STRUCTURE
Negotiation Strategy and Tactics presents Purposeful Negotiation Action™—a model that helps
negotiators to see the big picture of each negotiation and always think a step or two ahead,
developing practical plans as they proceed through the four main negotiating stages.
Figure 1. The Negotiation Stages
PRELIMINARY STAGE
The preliminary objective of the Preliminary Stage is to create a positive climate for negotiation.
The parties state their values, their preferences for dealing with others, how they want to be
treated, and what they would consider an ideal outcome. They set a negotiating agenda and agree
on ground rules.
OPENING STAGE
The parties state their opening positions or settlement expectations. The parties then clarify one
another’s positions and test for probe for firmness and flexibility.
EXPLORING STAGE
The parties explore underlying needs and test the value of alternative currencies that might be
exchanged to reach a negotiated agreement.
CLOSING STAGE
The parties structure their agreement by matching alternative currencies to needs until one or both
parties are willing to settle for less, or give more, of the prime currency. They then move to
“contracting”: confirming their understanding, recording the agreement, and planning the actions
required to ensure that the agreement will be effectively finalized and implemented.
How is the program structured?
Participants in Negotiation Strategy and Tactics first explore their own negotiating styles, then
learn to analyze negotiating situations and shape their negotiating strategy and tactics to each
negotiation they enter.
ASSESSMENT: The Negotiation Skills Inventory provides participants with baseline data on their
performance of critical negotiation tasks. Participants use a negotiation model to determine their
typical response to disagreements, their understanding of negotiation, their strengths and
shortcomings as negotiators, and their personal goals for the program.
NEEDS/CURRENCY ANALYSIS: Participants examine the underlying needs which drive
negotiations. They learn how to identify the prime currency of exchange in a given negotiation, as
well as to recognize the value of alternative currencies. Simulations provide opportunities to
practice planning for negotiation and interactive skills.
TACTICAL ANALYSIS: Participants learn tactics for carrying out each of the critical tasks of a
negotiation. They formulate a General Tactical Orientation that helps them select tactics
appropriate to any negotiation. Flexibility is stressed. Participants learn to use a range of tactics
and to modify their approach as they go.
APPLICATION PLANNING: Participants plan and rehearse an actual negotiation that awaits them
back at work so that they can put the concepts and skills from the program to immediate use.
POSITIVE NEGOTIATION MODULE: The optional Positive Negotiation Module fortifies Negotiation
Strategy and Tactics with a day of training specifically to build the influence skills that can be
decisive in any negotiation. In this optional one-day module, Participants complete the Negotiation
Style Questionnaire to assess their typical influence behaviors when negotiating. They then
engage in simulated negotiations to develop and learn to situationally apply powerful and proven
influence skills.
FREQUENTLY ASKED QUESTIONS
Who Delivers the Program?
The Negotiation Strategy and Tactics Program is conducted by certified trainers. APRENDA’s
trainers have between 8 and 15 years experience training the program and are highly skilled and
flexible. Client organizations may also choose to conduct the program using trained and certified
internal trainers. Inquire about our Train-the-Trainer and Certification Programs if this is your
organization’s strategy.
What Adult Learning Techniques are Used in the Program?
Adult Learning Techniques used in the program include short input lectures, self-directed
learning, exercises (individual, group and pair), role-plays, trainer feedback and coaching. Video
and/or audio is used and role-play simulations are chosen from an extensive library. Client-
specific exercises can be included.
How Long is the Program?
The program produces excellent results when conducted over one to three consecutive days with
a structured assignment to be completed prior to the program. Your APRENDA account manager
will work with you to design a delivery method that best suits your needs. 1 day designs are also
available to meet specific group needs and time restrictions.
What is the Recommended Class Size?
One trainer per twelve to sixteen participants is recommended to ensure high-levels of personal
feedback and coaching. Smaller and Larger Group Programs are available.
Can the Program be Customized to meet our specific business needs?
Yes. Negotiation Strategy and Tactics is easily tailored. Your account manager will work with you to
design a delivery schedule that best suits your needs.
Who uses Negotiation Strategy and Tactics?
More than a quarter million managers and professionals, working in the world’s leading
organizations, including:
CNA Insurance
Anheuser-Busch
Amoco
BASF
Bell Atlantic
Chevron
Citibank
ExxonMobil
Lever Brothers
Philip Morris
Shell
Van Leer
Wang
| Customization Clients may tailor programs to a industry by selecting relevant cases and exercises from our extensive library or by working with their APRENDA account manager to develop alternatives. |
| Need more Information? Phone us at 940-725-0057 or Email Us |
| Negotiation Strategy and Tactics has been Successfully Delivered in Hundreds of Organizations Including: CNA Insurance Anheuser-Busch Amoco BASF Bell Atlantic Chevron Citibank ExxonMobil Lever Brothers Philip Morris Shell Van Leer Wang More |
“Working on a team to develop a contract with a vendor, we were able to save our company nearly one million dollars by using Negotiation Strategy and Tactics.” -NEGOTIATION STRATEGY & TACTICS Participant Click Here for More Testimonials |
