Each day executives, managers and professionals in every field must confront situations in which the points of view and interests of the two parties are in conflict. The Relating Styles of Successful • Effective • Negotiators will help you manage this unique form of human interaction in a win/win manner: one that satisfies the highest priorities and interests of both parties at the lowest cost to the other.

The Relating Styles of Successful • Effective • Negotiators seminar is conceptually integrated and research based; using simulations, case studies and behavioral profiles and feedback to facilitate learning. The seminar is based on a systematic, developmental approach to win/win negotiating. Participants learn how to prepare and plan for the negotiation, control the negotiation process and reach a successful and effective outcome.

To learn more about The Relating Styles of Successful • Effective • Negotiators, click on the cover at the top of the page and read the introduction to our thirty-three (33) page Summary. If after reading the introduction you would like to learn more, we will e-mail to you a complimentary electronic version of the complete document.

Below is a brief description of our 2-day seminar, The Relating Styles of Successful • Effective • Negotiators (Negotiating To Win/Win).

OBJECTIVES:

Develop and strengthen the confidence and skills of management, sales and professional staff in negotiating successful results that maintain positive future relationships.

TOPICS INCLUDE:

Your negotiating style profile. Controlling "The System" for win/win results. The rules and power levers. The rituals: preparation and planning. The strategies: opening offers to concessions. Negotiator strategies: self-control to writing the agreement. Tactics and counter measures. Pressure tactics. Dirty tricks. Telephone negotiations. Empowered team negotiations. Separating people from the problems. Identifying your BATNA (Best Alternatives To A Negotiated Agreement), MAR (Most Acceptable Results With Relationship) and LAR (Least Acceptable Results With Relationship). Focusing on interests instead of positions. Satisfying the highest needs of both parties at the lowest cost to the other.

TARGET AUDIENCE:

All management, sales and professional staff. All individuals who manage high impact negotiations.

LENGTH:

2 days 1 day and half day seminars available

DETAILS:

Highly participative individual/team case studies; discussion of rules, rituals, restraints and recommendations; an examination of your negotiating style strengths and weaknesses through "self" and "other" feedback questionnaires and profiles.

FACILITATOR:

Dr. Donald L. MacRae, seminar author and President of The Lachlan Group, consultants to management.

PARTICIPATION:

Maximum of 20 participants.

TRAINERS :

Train-the-trainer seminars are available.