Instructor: C. Mike Jousan

Chester Karass has made his name almost a household word with his advertisements in the airline magazines stating that: "In business, you don't get what you deserve; you get what you negotiate." The fact that these ads have been appearing for more that 20 years (and do not appear to have changed much at all) suggest that there must be a basic truth in what is being said.

It is also true that you won't even get what you negotiate, if you are not skilled at dealing with the dynamics of the negotiation process. The mixture of time pressure, strategies, communication skills, and power, make the negotiation process like a highway interchange with no road signs. It is easy to get lost whether the negotiation is between boss and subordinate, engineering and manufacturing departments, or purchasing and suppliers.

This one or two-day program is designed to give participants a road map and some skills for conducting the negotiation in a way that leads to win-win outcomes for both parties (if that was the goal you have negotiated in the first place.)

• Define the difference between bargaining and WIN/WIN negotiation.
• Understand some principles of when to, and some strategies of, bargaining.
• Prepare for bargaining.
• Understand your own and others communication styles.
• Evaluate your current strengths and some areas for growth as a negotiator.
• Identify forms of power available to you.
• Use a variety of approaches for resolving differences.
• Apply some principles of creativity to a negotiation situation.
• Separate "positions" from "interests" or "needs" from "satisfiers."
• Plan more thoroughly.
• Understand the communication process.
• Use a variety of communication skills to present your case, surface information and manage resistance.
• Use some principles to manage the negotiation event.
• Prepare a memorandum of agreement.