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GAIN THE EDGE! NEGOTIATING TO GET WHAT YOU WANT
A NATIONAL SPEAKER SEMINAR
9:00 A.M. Introduction – The “Car Negotiation Story”
9:10 A.M. Discuss Latz’s Golden Rules of Negotiation, including:
- Setting aggressive – yet realistic – goals
- Information is power – so get it!
- Increasing leverage by strengthening your alternatives
10:30 A.M. Break
10:45 A.M. Negotiation Ethics – Part I, including discussion of Stalking Horse Scenario and its:
- Morality – is it right or wrong?
- Ethics or Legality – does it cross the legal or ethical line?
- Effectiveness – does it work?
11:15 A.M. Discuss Negotiation Strategies, including:
- Using objective criteria with “tough negotiators”
- Using timing to your advantage
12:00 P.M. Lunch (on your own)
1:00 P.M. Discuss Negotiation Strategies, including:
- Designing offer-concession strategies
- Controlling the agenda
1:30 P.M. Prepare to Negotiate Simulation, including:
- Learning information-gathering techniques
- Analyzing interests vs. positions
- Creatively generating options
2:00 P.M. Negotiation Simulation
2:30 P.M. Analyze Negotiation Simulation, including
- Evaluating Lessons Learned – what worked and what didn’t
2:45 P.M. Break
3:00 P.M. Discuss Negotiation Strategies, including: - Problem-Solving vs Competitive Strategies - Impasse-Breaking Strategies - Countering “Negotiation Games”
4:00 P.M. Negotiation Ethics – Part II, including discussion of The “False Promise” Scenario and its: - Morality – is it right or wrong? - Ethics or Legality – does it cross the legal or ethical line? - Effectiveness – does it work?
4:30 P.M. Adjourn ______________________________________________________________________________________________________________
Available in coordination with the LIVE Seminar in Indianapolis only...
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|6 CME Hours
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