8:30AM – SESSION ONE
TO IMPROVE AT NEGOTIATION YOU MUST FOCUS ON PROCESS
John will kick things off by offering a simple definition of negotiation. Through the use of live polling technology, you will be asked to apply that definition to your work and will discover how central the skill of negotiation is to your professional and personal success. We will then explore a case study showing how the most sophisticated negotiators focus on process to achieve results. This emphasis on managing process will be a theme throughout the remainder of the workshop and will become your distinct advantage as a negotiator.
10:15AM – SESSION TWO
LEARNING TO MANAGE YOURSELF AS A NEGOTIATOR
The Greek philosophers have suggested that the beginning of all education is to “know thyself.” Before you can better manage the negotiation process and the other people involved, you must first understand how to manage yourself. Through two entertaining and eye-opening exercises, you will discover the tension between your instinct to compete and your desire to cooperate. You will learn how to make strategically wise decisions in the face of uncertainty and embrace a helpful new language for analyzing the actions and behaviors of the other side.
12:00PM – LUNCH
Grab lunch with a fellow participant and learn about their negotiation adventures. You’ll be amazed by how much you can benefit from other highly successful professionals who are actively applying this new negotiation framework to their work. The relationships grown out of this experience will last for years to come.
1:00PM – SESSION THREE
HOW TO WIN A COMPETITIVE NEGOTIATION
Competitive negotiation is a highly predictable process. Once you understand how it sets up, how it plays out, and how it ends, you can use this knowledge to deliver outstanding outcomes even when negotiating with highly competitive people. We will teach you how to buy a car and use that common competitive negotiation as a case study for learning the moves you need to make to win. You will then take this new knowledge and test-drive it by participating in a negotiation simulation with a fellow participant. Through this experience, you will clearly identify the most influential move in all of competitive negotiation.
3:00PM – SESSION FOUR
THE POWER OF THE OPENING OFFER
How can you make someone feel good about a deal that is good for you and bad for him or her? In this session, we will show you how the opening offer is an outstanding tool for managing expectations and psychologically influencing the other side. You will learn the three strategic decisions that must be made when considering your opening offer and hear several stories of how the opening offer has impacted negotiations involving global affairs, business deals, and even a teenager’s curfew.
4:30PM – DONE FOR THE DAY
Get some rest or grab some fellow participants and enjoy Music City, USA. This is a great opportunity to continue building your new community of like-minded professionals. We will be glad to point you in the right direction for delicious food and great live music in Nashville.