Course Description
Unlock the secrets to mastering high-stakes negotiations with this dynamic, interactive course designed for lawyers, business professionals, and decision-makers.
In this seminar, you’ll gain actionable insights and proven strategies to stay in control, defuse conflict, and guide challenging negotiations to successful outcomes. Drawing on cutting-edge psychological principles, such as prospect theory, loss aversion, and the anchoring effect, this course equips participants to turn even the most contentious discussions into collaborative problem-solving sessions.
Principles
- Develop a winning strategy by balancing BATNA (Best Alternative to a Negotiated Agreement) with RECO (Realistic Exposure to Catastrophic Outcomes).
- Master emotional control using techniques like tactical empathy, mirroring, and the FM DJ Voice to de-escalate tension and build rapport.
- Leverage advanced negotiation tools, including anchoring, framing, and the time-taffy analogy, to influence outcomes and manage dynamics effectively.
- Counter hardball tactics like highball/lowball offers, ultimatums, and “good cop/bad cop” while maintaining professionalism and control.
- Break through impasses and construct golden bridges that help counterparts save face and move toward resolution.
- Through real-world examples, research-backed strategies, and interactive exercises, you’ll walk away with the skills to navigate even the toughest negotiations with confidence and finesse.
Syllabus
- Laying the Groundwork for Negotiation Success
- Balancing BATNA and RECO, Tools for Controlling the Negotiation
- Breaking Impasse and Countering Hardball Tactics, Mastering Emotions
- Breaking Down Defenses, and Building Rapport
