Negotiation is a deep ocean of learning, and we have developed a set of essentials that even those with years of negotiation experience will discover to be highly insightful, and applicable in negotiations from the simple to the complex.
What are the signals you are sending as a negotiator? Are they aligned with your strategy? Is it working & how do you know? What is the best strategy for the situation & how do you adjust? These are just a few of questions we unlock the answers to in Negotiation Strategy.
How do you prepare? What are the key pillars of negotiation preparation? What if you only have 30 seconds to prepare in an elevator? We deliver a preparation methodology that helps you balance tensions, keep objectives in focus, and be more self-confident, and forward moving.
Conflicts are often rife with emotions, biases, and lack of trust. How are you building or re-building trust? Is there a sequence approach to the issues that is wiser than another? Get access to a process in conflict management that is a necessity for any negotiator’s toolbox.
Success principles for complex negotiations do not stray so far from those of simpler negotiations. Yet, the web of differing dynamics, multi-layers, multi-issues, and multi-cultures, require diligence & tact. Discover the right first moves for managing complexity.
How much you need to improve in the four areas below certainly depends on your situation and existing skill levels. What we have found is that our participants experience it as a highly valuable exercise to spend time practicing each area thoroughly, in order to get one step closer to mastery. As the late baseball great, Yogi Berra once said, "In theory there is no difference between theory and practice. In practice there is...".
Our aim here is to provide participants with the skills to not only start negotiations in a good way, but also secure successful implementation. Getting a good process in place generates efficiency, builds trust, and clearer agreements.
Indentify Interests & motivations
Negotiation really is about questioning & listening skills par excellence. Learn new ways identifying, and structuring up critical information in the way of interests & motivations. Find out what makes your counterparts tick.
To create optimal value in a negotiation, often requires facilitating creative & effective problem solving. Develop the ability to invite counterparts to take a same side of the table approaches, in order to maximize mutual gains.
Responding to difficult tactics
Hardball tactics throw us off balance. Options seem to narrow; emotions get triggered. Practice important "game changing" communication skills to remain steady, emotionally composed, and with clear thinking patterns.
Programs & Solutions
Whatever your negotiation needs or challenges, we have a learning solution for you. Whether it is negotiation as an individual set of skills & strategies, as an organizational core competence, general refreshers, or preparation audits & simulations, our aim is to support improvement of negotiation outcomes of every participant we interact with. The 4 tabs below will tell you more about what is possible.
The Generact Negotiation Program is an insightful and richly rewarding 4-day program (2 + 2 format) for those wishing to become a more professional & responsible negotiator. Whether you have years of negotiation experience, or you have just discovered the importance of negotiation in your life & career, this program delivers highly relevant learning, new action logic, and easily measured results.
We built the Generact Negotiation Program and brought it to the market to fill a need for companies to develop high level negotiation skills through a unique methodology. The results have been impressive. Coinciding with that general need for people to improve as individual negotiators, is another; Negotiating Organizations. Many companies still apply the traditional model of sending individuals or small teams for development. This will continue to be the case, as good training is still good training. What we are seeing more & more of, however, are companies looking to develop Negotiation as a Core Competence within their organizations. This requires a more long-term approach, and from an in-house vantage point.
Custom Simulations & Role Plays
As with our Tailored Programs, we offer a tailored opportunity to simulate specific types of negotiations. These can be 3rd Party Role Plays designed to highlight key negotiation challenges in context specific negotiations (HR, Environmental Policy, Cross Cultural, Distributive Bargaining, Buying, Selling, Collective Bargaining, Salary Negotiation, etc.), or they can be tailor-written for specific negotiations you are about to face for “war-gaming” effects.
Negotiation is a deep ocean of learning. There are many ways to go about gathering new insights and creating behavior shifts & actions to affect outcomes for the better. Our Toolbox Sessions can be helpful. They are not designed to replace the deeper learning of a good Negotiation Framework, and a Accompanying Micro-skills, but more act as a supplement to, or and introduction of good negotiation practices.