Total Win Negotiating

Click  here for 5 Step Negotiating Model

Taught with Excelerated Learning(c) techniques, NLP, and modeled from basic concepts consistent with the Harvard School of Law's Harvard Negotiation Project.  

Get everyone on the same side of the table.

The most effective negotiators are those who set out to achieve Total-Win outcomes.  They make sure everyone in the negotiation gets fully heard and they negotiate from a principled foundation.  Total-Win negotiators operate from the belief system that says everyone can walk away from the table satisfied. Participants will have an opportunity to practice these learned skills through real- life examples.   

Total-Win is a mindset and it can be thought of as a "martial art."  The Total-Win mindset is an approach to negotiations that gives you the best possible chance of getting everything you want and often more.  It also allows the other people involved to win.  People often get stuck into a position and it is then difficult for them to be flexible.  

"How can both sides win??"  By breaking down the idea that there should be sides.  This program is designed to teach you specifically how to prepare, listen, and then communicate effectively. 

The "martial art" of effective negotiation will teach you to go beyond conflict and into powerful rapport.  Hard negotiating styles are old-school and are simply not effective in today's world.  You will learn specific strategies and linguistic patterns that will disarm even the most difficult hard negotiator and put you on even footing.  Emotions tend to run high in a negotiation.  We will explore how you deal with conflict.  In addition, we will give you hands on coaching.  You will learn ways to push through your fears and limiting beliefs.  With Total-Win negotiating you do not have to "give in" and you don't have to worry about damaging future relationships.  Relationships are actually strengthened through Total-Win negotiating.   

Total-Win Negotiations is a 2.5-day business seminar. 

Call 602 440-3578.  Leave a message to learn how your organization can benefit.   

OR - Click "Add To Cart' below to purchase online now.

LEARN TO: 

• Set TOTAL-WIN OUTCOMES 

• Define Objectives 

• Getting to the real issues of a negotiation 

• Model the techniques of top negotiators

• Resolve conflicts 

• Deal effectively with people who try to intimidate or bully 

• Better understand non-verbal communications 

• Deal more effectively with all aspects of business and personal life

5 Step Negotiating Model

Five Steps to Total Win Negotiating

There are common misconceptions about negotiating.  First, people think they don’t negotiate; but the truth is that you negotiate for everything you have in your life. Why not get better at it?  Secondly, people tend to believe that negotiating is hard and they go into a negotiating situation operating from fear.  They believe they will lose something.  They ‘dig their heals in’ and get stuck in defensive postures.  They also tend to believe that someone has to lose for someone else to win.  Most people think that the ‘tit for tat’ back and forth haggling over something where one side tries to get the other side to compromise is negotiating.  These are very old ways of thinking about negotiating. 

The idea behind Total Win Negotiating is the premise that there’s almost always more on the table than people realize.  In addition, Total Win Negotiating makes sure that the other party’s interests are met.  To do that, you have to switch the game from old style negotiating to what the Harvard School of Law’s ‘Negotiation Project’ termed ‘Principled Negotiating.’  Total Win is a simplified version of Principled Negotiating and it has been modeled by NLP professionals to give a level of proficiency in a relatively short period of time.

Five Steps to Total Win (Principled) Negotiating Outline

1. Establish or Reestablish Relationships (rapport)
2. Establish the Total Win Mindset
   1. Clean Up past emotional issues
   2. State the situation from 2^nd Position first and then 1^st Position
   3. Get to the real issue
   4. Allow Brainstorming to occur
3. Generate Options
   1. Yours
   2. Mine
   3. That’s An Option
4. Find Mutual Outcomes
5. Close
   1. Dovetail Outcomes
   2. Plan for future meetings (handle details)
   3. End on Relationship

Prepare to negotiate:

• Outcome - Know the outcome you want and think through what the outcome is for the other parties.
• BATNA - You want to know your BATNA from 2nd Position first.  (Best Alternative To a Negotiated Agreement)  If you have to walk away from the table, what’s the best place to stand (smartest way of thinking about what you want to accomplish) so that you can negotiate from a powerful position.
• Values & Beliefs - Identify and explore the values and beliefs of the other parties involved (2^nd Position first)
• Strategies - Know the most likely strategies from 2^nd Position and then from 1^st Position.  Include what Visual, Auditory, Kinesthetic sequences of the other parties that are most likely to give you the ability to influence parties effectively.  Know your own VAK strategies.
• States - Decide what state you want to be in and what state you want the other parties to be in at each phase of the negotiation.  Anchor your states powerfully so you have access to them anytime during the negotiation.
• Metaprograms – Know Metaprogram patterns for each party and communicate in the preferred style of the person you are addressing at any moment.
• Clean Up – Identify past situations that might be areas you can apologize for and clean the slate about
• Real Issue – Explore the most likely real issues underneath the position. 

Contact Bill Thomason at the NLP Coaching & Skills Training Institute offices in North Scottsdale, Arizona or call 602 321-7192 for for NLP Coaching sessions by telephone or in office, or for workshop registration.

Locally serving: NLP Arizona, NLP Phoenix, NLP Scottsdale, NLP Sedona, NLP Tempe, NLP Carefree, NLP Cave Creek, NLP Chandler, NLP Tucson, NLP Paradise Valley, NLP Mesa, NLP Prescott, NLP Flagstaff, NLP Southwest USA.  Bill Thomason is available for coaching, speaking engagements, and training programs worldwide and has worked extensively throughout the US and Canada.

Refund Policy

Full refund within 30 days of return is offered on damaged or non-functioining products including CDs, DVDs, manuals and other books.  Due to the nature of the work, no refunds are offered on deposits, registration fees, or other charges with regard to NLP coaching or hypnoitc sessions, workshops, seminars, certification programs, teleseminars or webinars, or for other services.   

Schedule

Introduction Preparation

The Model - Total Win Mindset

Countering Hard Moves

September 24 2010:

	Total Win Negotiating September 24 2010 Price: $157.00 Registration - $157.00 Couples - $300.00

Course materials

	NLP Life-Change Patterns $20.00