Negotiation

Perceptum has developed a negotiation program that builds the capacity to transform adversarial approaches into value-creating collaborations. Participants learn how to develop and apply a framework that helps them prepare, conduct, and review a negotiation through application exercises that are fast and customized for relevance. We go beyond a simplistic “win-win” philosophy or the teaching of conditional tactics. The result: Better outcomes and enhanced long-term relationships.

Perceptum’s Negotiation Program Includes:

Learning Fundamental Negotiation Concepts

• Distributive versus Integrative Negotiation
• The 7 Critical Elements of Every Negotiation

Planning and Preparing for a Negotiation

• Purpose, Goal, Process, Checklist

Finding the Best Alternative to a Negotiated Agreement (BATNA)

• Determining Your BATNA

Identifying Power – Building Strategies

Facilitating and Managing the Negotiation Process

Transforming Competition into Cooperation

• Building Trust and Developing Positive Relationships
• The 5 Universal Core Concerns
• Identifying Behavioral Styles and Managing Emotions
• Uncovering the “Other Side’s” Interests
• Managing Conflict

Learning How to Conduct Difficult Conversations

• Identifying 3 Types of Conversations and the Anatomy of a Learning Conversation
• Separating Emotion from Substance & Properly Analyzing a Situation
• Understanding & Defining Conflicting Perspectives
• Preparing for Difficult Conversations

Identifying When the Other Side Uses Positional Bargaining and “Plays Dirty”

• Recognizing and Countering Opposing Strategies
• Identifying and Diffusing Dirty Tactics

Understanding the Post Negotiation Process