Read Lon's Article in ACHR News, Rethinking the Win-Win Philosophy

Applied Negotiating Skills Workshop

Negotiating skills are essential for every professional. Not only are these skills used in buying-selling transactions, they play a central role in settling disputes, negotiating contracts, setting priorities, reaching compromises, and even assigning resources to tasks. The Applied Negotiating Skills Workshop makes these skills accessible to all, as it should be - not just professional arbitrators. The workshop is based on the win-win philosophy of negotiations, but it is also practical in the sense that it recognizes and addresses the fact that one-in-four people are naturally inclined to use an adversarial or competitive style of negotiations. It also deals with contemporary issues, such as team-based negotiations and negotiating via e-mail. The concepts and methods covered in this workshop are reinforced through skill practices that simulate realistic negotiating scenarios. Videotaping is optional for those who wish to see how their body language and speaking nuances influence their effectiveness at negotiating.  (Click here for a description of the Applied Negotiating Skills Workshop specifically for professional buyers.)

Duration: 2-days.

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© Roberts & Roberts Associates • Plano, TX • (972) 596-2956 • www.R2assoc.com

Negotiating Skills for Buyers
Practical Skills for Negotiating With Product Sellers & Service Providers

This workshop deals with negotiating skills and strategies from the buyer's perspective. It is specially geared for professionals who are charged with procuring products and services from vendors and contractors while representing the "best interests" of their companies and internal customers.  While the workshop is based on the win-win philosophy of negotiations, it is tempered by the fact that one-in-four people will assume an adversarial or competitive style of negotiations.  The workshop also deals with contemporary issues, such as team-based negotiations and negotiating via e-mail.  The principles covered in this workshop are reinforced through skill practices that simulate realistic negotiating scenarios from a buyer's perspective.

Topics

• Exploring win-win negotiations from the buyer's perspective

• Working with internal customers to clarify requirements and expectations

• The art of diplomacy as an intermediary between suppliers and internal customers

• Games that sellers play

• Understanding the psychology of negotiations

• Critical mistakes that buyers make during negotiations

• Ploys used by sellers that can put you at a disadvantage

• Tracking and improving the negotiating process ― honing your skills

• Pre-negotiations ― gathering information

• Pre-assessing the total cost of ownership (TOC) from your company's position

• Establishing your goals, objectives, and BATNA

• Identifying and understanding your personal negotiating style

• Reading and adapting to the negotiating style of others

• Dealing with competitive and "hard nose" negotiators

• Negotiating in impersonal situations, such as e-mail

• Negotiating from a weak position

• Establishing your negotiating strategy

• Reading and assessing the interests and motivations of the other party

• Expanding the pie and building integrative agreements

• Team negotiations ― important dos and don'ts

• Primer on inter-cultural negotiations

• Keeping the situation under control

• Giving and taking concessions

• Assessing the relative value of concessions

• Effective negotiating tactics ― tips and techniques

• Recognizing and defending against negotiating ploys

• Breaking deadlocks and avoiding impasses

• Competitive bidding ― some important dos and don'ts

• Using a simple scoring system to compare offers/bids

• Bring the negotiations to successful closure ― formalizing the agreement

• Skill practices and exercises geared for buyers

Duration: 2-day program. Note: a 1-day version is also available, but with reduced emphasis on select topics outlined above.

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© Roberts & Roberts Associates • Plano, TX • (972) 596-2956 • www.R2assoc.com

Negotiating Without Confrontation

This workshop is designed to give you the practical skills you need to represent your interests in tough negotiating situations. Skills that will help you hold your own without being intimidated by the confrontational style of the so-called “hard-nose” negotiator or the winner-takes-all style of the competitive negotiator. This workshop also covers contemporary issues, such as team-based negotiations and negotiating via e-mail. The concepts and methods covered in the workshop are reinforced through skill practices that simulate realistic negotiating scenarios.

Topics

• The 3 Negotiating Levers

• Reading & Understanding Negotiating Styles

• Games That Adversarial Negotiators Play

• Games That Competitive Negotiators Play

• The Psychology of Negotiations - 12 Key Factor

• Expanding Your Options

• Critical Mistakes Made During Negotiations

• Negotiating Tactics & Techniques

• Staying Calm Under Pressure

• Words & Tone of Voice

• Giving & Taking Concessions

• Telephone & E-Mail Negotiations

• Competitive Bidding

Duration: 1-day.

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© Roberts & Roberts Associates • Plano, TX • (972) 596-2956 • www.R2assoc.com

Persuasion Power Workshop

Good ideas alone are not enough . . . you have to have persuasion-power if you need buy-in from others!  This workshop will provide you with practical tools for upping your ability to influence others through the use of personal persuasion-power.  More than a list of to-dos, you will learn a systematic approach for framing your argument and presenting a compelling case for action that favors your position. 

Topics