Negotiating Cooperatively
Employing Assertive "Win-Win" Strategies
Objectives
1. Assertively negotiate in stages to separate interests from positions,
and achieve “win-win” objectives
2. Strategically focus on negotiations to identify
negotiable components for mutual gains
3. Negotiate performance expectations to maintain team commitment
4. Assess sources of strength, set targets based on aspirations,
and make concessions to break deadlocks
5. Cooperatively counter competitive tactics
Purpose
Many individuals possess natural negotiating instincts. Most, however, must learn and practice the principles of negotiation regularly. Fortunately, there are many opportunities. In fact, there are few situations when you are not negotiating. Negotiations are a natural part of every day.
You negotiate with customers and management who are competing for limited resources as you clarify performance requirements and secure team members and resources to complete your projects. You must agree with peers on roles and responsibilities (often trading assignments based on availability and skill).
Project teams negotiate priorities, delivery sequences and schedules to get their products in on time. These teams must continually seek agreements as they conduct analyses, interpret results, and make recommendations as a collective unit. All project and functional team meetings are a continuous negotiation between members regarding who leads, presents, decides, takes action, etc.
You negotiate with management to gain more responsibility, authority, promotions, transfers, staffing, funding, equipment, training, merit increases, office space, procedural and schedule changes, support services, and approvals on proposals. And, those in management positions must negotiate with others to gain their support and commitment.
This highly interactive workshop will build selected skills required to lead a “win-win” negotiation.