Negotiation Strategies and Secrets
May 5, 7, 10, 12, 14 (9am-12nn)

Control the outcome of negotiations! Plan to have all sides win before the negotiation even commences. Scenario build. Influence the negotiation climate. Control the meeting. Decipher their strategy. Anticipate traps. Deactivate or detour around your counterpart’s negotiation landmines before they blast away the chances of a negotiated agreement intentionally or incompetently. Level with the pros; handle the unpredictable amateurs and lead either to mutual gain.  

At the end of the Seminar-Workshop Participants will be able to: 
  • Acquire frameworks to capture and analyze negotiation situations
  • Gain tools to:
    • predict counterpart negotiator’s possible and probable moves and systematically develop situation-appropriate negotiation strategies to ensure multi-party win
    • predict the probable negotiation atmosphere and then plan on how to control the actual negotiation atmosphere
  • Acquire framework to capture and analyze meeting atmosphere and dynamics
  • Gain tools to:
    • predict counterpart negotiator’s possible and probable moves and systematically develop situation-appropriate negotiation strategies to ensure multi-party win
    • predict the probable meeting atmosphere and then plan on how to control the actual meeting atmosphere
  • Understand how superior negotiators think 
  • Gain confidence points that reinforce nego-posture
Methodologies:
  • Live Online Plenary Interactive input sessions (Framework & Tools Input, active chat and discussion)
  • Group Breakout sessions exercises- Case Application of Tools
    • Progressive (layered cake) Tools Application
    • Integrative Analysis
  • Output Discussions
    • Presentations
    • Peer and Facilitator Analysis, Critiquing and Reinforcement
  • Reinforcement Methods (Learning Checkpoints, Reflection Checkpoints, Class-wide sharing of Realizations, Additional Pointers)
  • Downloadable PDF Handouts

SESSION 1
Part 1: Mother Framework 
  • Negotiation Action Framework
  • Mansmith Strategic Negotiation Framework
Part 2:  Negotiation Secrets 
  • Difference between professionals and amateurs
  • Secrets of outstanding negotiators
  • Octagon-cross negotiation modes
Part 1B: Mini-Tool Lab- Selling Science

SESSION 2
Part 2A: Framework and Tool Input – Negotiation Situation Analysis
  • The 3Ps of Strategic Negotiation
  • Systematic process of analyzing negotiation situation 
  • The Negotiation Map 
  • "Illu-situating" items on the Negotiation Map 
  • Building scenarios, anticipating issues and projecting branches of outcome
Part 2B: Tool  Lab- Negotiation Situation Analysis

SESSION 3
Part 3A: Framework and Tools Input – Negotiation Strategy Development
  • Negotiation strategy development process 
  • Ducting and diking preferred scenarios
  • Planning sub-strategies for contingency and flanking alternatives 
  • Setting and calibrating negotiation strategy components 
  • Controlling the nego-sphere
  • Nego-steering and throttle
  • Transpar-opacity and Power-Pressure control 
  • 16 Strategies in 4 Nego-sphere Quadrants
Part 3B: Tool Lab- Negotiation Situation Analysis

SESSION 4
Part 4A: Framework and Tool Input – Negotiation Strategy Development
  • 5As of Meeting Strategy & Tactics
  • The agenda struggle 
  • Anticipating issues and opportunities
  • Player’s roles in meetings: SEAL Team or Suicide Squad?
  • Attendee angles 
  • Arrangements: venue-methodology options matrix 
  • Controlling meeting venue elements to gain advantage
  • Principles and process in optimizing seating arrangements
  • Nego-meeting planning template 
Part 4B: Tool Lab- Negotiation Situation Analysis

SESSION 5 - 
Learning Summary

INVESTMENT FEE
P9,000 + vat : Early Bird until April 26

5 + 1 FREE for group registration. Limited to the first 2 companies.

How much to pay for each course?

REGULAR COURSES
Early Bird Rate

If paid on or before April 26, 2021

9,000.00

+Vat

Regular Rate

If paid starting April 27, 2021 and beyond.

10,000.00

+Vat

REGISTRATION
CLOSING DATE

May 04, 2021