Corporate / Institutional Training


HPT/WS (7) Negotiation Power Skills: Transitioning from Intuitive Negotiation to Diagnostic Process


Do you know when to negotiate?  Do you know the strategies to use in the negotiation process? How can you achieve win-win agreements?

Dr. Zina Suissa, PCC, CTPC is a graduate of the Program on Negotiation (PON) Improving Negotiation Effective Program (Harvard Law School).  This workshop will explore key negotiation strategies and tactics.

Key Content and Learning Outcomes

    . what is your style of negotiation
    . adapt your negotiation style to any situation
    . address the key elements of successful negotiation
    . learn the principles of effective negotiation in order to achieve a
win/win solution in your team
    . know when an agreement can be reached and when to walk away
    . discern your conflict strategy in the negotiation process
    . identify behavioral tactics for negotiating in teams
    . understand the stages of negotiation
    . explore various solutions when you encounter deadlocks
    . how can you establish trust in the negotiation process
    . turn adversarial situations into opportunities to communicate effectively
    . deflect personal, hostile, or irrelevant objections to reestablishing 
common ground in negotiations    
    . real body language, facial expressions, and other signals to uncover
"hidden messages"
    . improve your decision-making skills

Through a theory-based, experiential "hands on" approach, negotiation strategies will be examined.
Attendees will have an opportunity to work in groups on case studies.

Instructional Materials will be provided.