Programs Seminar

Typical Full-day Agenda

9:00 a.m.
9:10 a.m.
Introduction and "House Negotiation Story”
Rule 1 - Information Is Power – So Get It!
Corollary to Rule 1 – Share It Strategically
Rule 2 – Maximize Your Leverage
Corollary to Rule 2 – Leverage Is Fluid and Timing Is Critical
10:30 a.m.
10:45 a.m.
Break
Rule 3 – Employ “Fair” Objective Criteria
Corollary to Rule 3 – Counter "Objective" Criteria
Implement These Strategies
 
11:00 a.m.

12:15 a.m.
1:15 p.m.
1:45 p.m.

Prepare to Negotiate Simulation #1 and Debrief

Lunch
Advanced Negotiation Ethics Scenarios and Discussion
Rule 4 – Design an Offer/Concession Strategy
Corollary to Rule 4 – Don’t Lose It at the End
Rule 5 – Control the Agenda
Corollary to Rule 5 – Take Back Control of the Agenda

2:15 p.m.
2:45 p.m.
3:00 p.m.
3:30 p.m.
Prepare to Negotiate Simulation #2
Break
Negotiate Simulation #2 and Debrief
Dealing with Negotiation Styles Risky Leverage Tactics
4:00 p.m.
4:30 p.m.
Advanced Negotiation Ethics Scenarios and Discussion
Adjourn

Typical Half-day Agenda

9:00-9:10 p.m.
9:10-10:25 p.m.
“The Car Negotiation Story”
Discuss Latz’s Golden Rules of Negotiation, including:
  • Set aggressive – yet realistic – goals
  • Information is power – so get it
  • Maximize leverage by finding alternatives
10:25-10:45 p.m. Prepare to Negotiate Simulation, including:
  • Powerful information-gathering techniques
  • Analyze interests vs. positions
  • Creatively generate options
10:45-11:00 p.m.
11:00-11:20 p.m.
11:20-11:35 p.m.
Break
Negotiation Simulation
Analyze Negotiation Simulation, including:
  • Effective preparation methods
  • Future relationship issues
  • Information exchange risks and benefits
  • Strategies to get past “No”
11:35-12:15 p.m. Discuss Latz’s Golden Rules of Negotiation (cont.), including:
  • Using objective criteria with “tough negotiators”
  • Offer and concession strategies, including first offer issues
  • Evaluate the negotiation effectiveness of deadlines
  • How to control the agenda
12:15-12:25 p.m.
12:25-12:30 p.m.
Negotiation Games and Impasse-Breaking Strategies
Conclusion and Adjourn

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