Negotiation Strategies for Senior Executives

2 ½ Day Program

“Executives and business managers often reach agreements but walk away leaving quite a bit on the table as a result of ineffective negotiations.”

This fast paced and highly interactive program is designed to improve executive and senior manager’s negotiation effectiveness.  Participants will learn to increase the productivity of their organizations by drawing on the latest research in the psychology of judgment, combined with time-tested theories of negotiation and decision making.

The purpose of this course is to help leaders, general and functional managers develop consistently effective strategies and systematic approaches to negotiations and decision making. These skills will dramatically improve their personal effectiveness and the productivity of their organizations. The course provides sufficient familiarity with negotiating and decision making styles that will help managers identify their unique strengths and weaknesses, thus enabling participants to interpret and comfortably use the latest advances in the field of negotiation in their daily decisions.

The program will also equip participants to recognize and overcome flaws in their negotiation and decision making processes; develop frameworks for making sound decisions; analyze situations; develop plans to monitor, improve, and practice their negotiation and decision making skills; and more effectively learn the right lessons from their experiences.

Program participants will learn to:

  • Develop a systematic framework for improving negotiation outcomes
  • Identify the key characteristics of a good agreement
  • Identify common psychological pitfalls that obstruct optimal agreements
  • Anticipate and defend against common deception  tactics
  • Identify personal tendencies to be overly cooperative or competitive in conflict
  • Broaden their repertoire of negotiation approaches
  • Increase creativity and flexibility in solving problems
  • Increase their ability to meet interests when faced with a competitive opponent
  • Defend interests in confrontational negotiations
  • Use alternative, creative approaches to reaching negotiated agreements
  • Measure interests, find beneficial trades, and maximize the outcome in a multiple-issue negotiation
  • Recognize and overcome flaws in the decision making process
  • Develop frameworks and alternatives for every negotiation
  • Learn the right lessons from each experience
  • Develop plans to monitor, improve, and practice decision making skills
  • Learn strategies for analysis and preparing for negotiations.
  • Know what information is needed to negotiate effective outcomes.
  • Influence the behavior of the other side;
  • Make better deals by creating better options;
  • Walk away with more and prepare for negotiations more effectively;
  • Focus on problems and not on personalities;
  • Avoid typical "win-lose" situations;
  • Deal better with those who play outside the rules.
  • Assess your decision making skills and develop plans to improve your performance.
  • Recognize and overcome flaws in your decision making process.
  • Develop a balance between assertiveness and empathy in your negotiations.
  • Develop the ability to influence outcomes even though you may not have the upper hand
  • Understand power in organizations and know how to strategically form and use coalitions.
  • Better manage joint decision making processes.
  • Know how to develop buy-in from a large group.
  • Untangle relationship building and price negotiations.
  • Know how to negotiate hard with integrity.

Who Should Attend
This program is designed to benefit middle, upper middle, and senior-level managers, who would like to enhance their influence, both internally in their organizations and externally with other organizations and vendors, by improving their negotiation and decision making skills. Managers in every functional area of responsibility, from all industries, will benefit by attending this program. In particular, executives in areas such as marketing, sales, manufacturing, engineering, mergers and acquisitions, purchasing, human resources, strategy, and finance, as well as general managers who have been promoted through these routes will find this program highly beneficial.