Strategic Negotiation

Learn a systematic process for conducting your next major negotiation—whether it be negotiating a contract, additional resources for a project, or the purchase of a company.

Introduction

• Intentional negotiation

1. Assess the Situation

• Defining the context of the negotiation
• Understanding relationships in negotiation
• Choosing a negotiation style
• Emotion and fairness in negotiation

2. Gather Data

• Understanding players and positions in negotiation
• Structuring a deal in negotiation
• Anchoring a deal in negotiation

3. Make a Deal

• Defining your goals in a negotiation
• Sequencing a deal in a negotiation
• Negotiation techniques

4. Measure and Adjust

• Assessing what happened in a negotiation
• Changing your approach in a negotiation
• Setting up for future deals

Conclusion

• Avoiding common negotiation pitfalls
• Preparing for negotiation success