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Negotiation
Strategies & Tactics® Details
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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 leads to personal frustration
as well as losses in opportunity, efficiency, and
productivity.
Negotiation Strategy and
Tactics®,
from Situation Management Systems, Inc., provides a proven negotiating process and
skills anyone can apply to consistently
achieve definitive agreements, strengthen work
relationships, avoid nonproductive conflicts, and make more
efficient use of time. Negotiation Strategy and Tactics is easily
tailored to meet special organizational needs.
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Participants apply NST® skills to:
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Enter negotiations with confidence and clear purpose
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Avoid unnecessary, nonproductive conflicts
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Build sustained trust with negotiating
partners
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Clearly prioritize their negotiating objectives
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Improve internal, supplier and client
relationships
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Become more effective team members/leaders
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Negotiation Strategy and
Tactics® is designed for everyone who regularly negotiates in
pursuit of work objectives, including those who work in
sales or on projects, manage relationships with vendors,
negotiate for resources and support, coordinate with other
departments.
More than a quarter million
managers and professionals, working in the world’s leading
organizations, use Negotiation Strategies and Tactics including: Anheuser-Busch,
Fleet Bank, Lyondell,
GlaxoSmithKline,
Houston Industries,
The Procter & Gamble Company,
Varian Associates, Inc.
Negotiation Strategy and
Tactics® 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:
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Preliminary Stage
The objective of the Preliminary Stage is to create a
positive climate for negotiation. The parties establish
their purpose, values, 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 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. They then move to
“contracting”: confirming their understanding of the
agreement, and planning follow-up actions to finalize and
implement the agreement.
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View program structure and typical outline
The Negotiation Strategies & Tactics Program® is
Owned and Copyrighted by Situation Management Systems, Inc. Used
with permission.
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