The Seven Strategies of Master Negotiators
Studies show that managers and professionals spend up to twenty-five percent of their time negotiating and resolving conflicts. Therefore, the success of these managers and supervisors and the success of their organizations rest heavily on developing effective negotiating skills.
This keynote/seminar is based on Dr. McRae’s newest book: The Seven Strategies of Master Negotiators. During the research and writing of this book, he interviewed master negotiators from across Canada. The three criteria that were used to select the master negotiators that were interviewed were: 1) they had to make Canada or the world a better place, 2) they had to have predominately used their negotiating and influencing skills to have done so, and 3) they had to be from as diverse backgrounds as possible. Among the master negotiators that you will learn about in this presentation are Frank King, Lloyd Axworthy, Janet Conners, Bill Black, Major-General Lewis McKenzie and Buzz Hargrove.
The Seven Strategies used by Master Negotiators are:
- Build The Future with Optimal Solutions.
- Come to the Table Incredibly Well Prepared.
- Create and Claim Maximum Value.
- Develop a Clear Understanding of Your Own Negotiation Style and the Style of the People with Whom You Negotiate.
- Manage the Negotiation Process.
- Build Strategic Alliances.
- Become a Life-Long Learner
In this presentation you will learn how master negotiators use the right strategy in the right way, and at the right time. Master negotiators that also have the flexibility to change the strategies and skills that they used in relation to the fluidity of the negotiation process. The purpose of this presentation is to help you become more like the master negotiators I have studied by developing and enhancing your negotiating strategies and skills.
As a 2 day workshop participants will learn how to more effectively motivate their employees, to resolve conflicts, and to make sure that the messages they want to get across are the messages received. Workshop participants will be able to observe every aspect of the negotiation process, from initial contact to closing and then improve on them.
Experiential simulations along with constructive and focused peer feedback are used to facilitate the learning of effective negotiating skills. Interactive case studies and simulations allow participants to try out their negotiating skills, examine the assumptions underlying their negotiating strategies, and practice more effective strategies.
By the end of this workshop you will:
- Have identified your preferred negotiating style and have more confidence in when to use it and when not to use it.
- Have developed greater flexibility in choosing the best negotiating style for each particular negotiation.
- Know how to gain a better understanding of the other person's needs.
- Know when to confront conflict and when to ignore it.
- Know how to change a lose-lose situation into a win-win relationship.
- Know how to get genuine commitment by setting mutually beneficial goals.