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Click below to register for the upcoming:
Negotiating from the Total-Win Mindset workshop.
This Total-Win Negotiating training workshop is modeled from basic concepts of the Harvard School of Law’s Negotiation Project in the 1970's. This 3-day seminar is designed to give participants the basic skills to achieve desired outcomes and to communicate more effectively in their personal and business life. The Total-Win mindset is an approach to negotiations that gives parties the best possible chance of getting everything they want and often more.
Most people view negotiating is a tit-for-tat bargaining process where parties compromise and oftern come away with less. In this model of the world, there is always a winner and a loser. It's a zero-sum game. From the Total Win perspective, however, there is no such thing as a win-lose negotiation. In the long run, everyone loses in the contest. Hard ball negotiators don't really win because people feel taken advantage of and will 'get them back' over time. Immediate gains are often lost and reputations suffer.
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 and they believe there is almost always more on the table than people realize. 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." People often get stuck into a position and it is then difficult for them to be flexible. Total-Win Negotiating allows the other parties involved to satisfy their interests. In this training program, participants will learn specific communication skills of top negotiators. By modeling their successful strategies, participants can learn to get what they want without "giving in" and without destroying the relationship with those involved.
"How can both sides win??" 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. Considered a "martial art" of effective negotiating, this training 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 when compared with the benefits of going for mutual outcomes.
Emotions tend to run high in a negotiation, especially when the stakes are high as they often are in the business context. Together, we will explore how you deal with conflict and you will receive hands on coaching. Push through fears and limiting beliefs. You will learn you do not have to settle for less. With Total-Win Negotiating you do not have to "give in" and you won't damage future relationships. Relationships are actually strengthened through Total-Win Negotiating.
Total-Win Negotiations is a 3-day business seminar. Each participant will receive a 30-page Total Win Negotiating manual. Specific assignments will be given over breaks, lunch periods, and overnight breaks that are designed to enhance the learning experience and anchor individual skills to contexts outside the classroom.
You will also learn to:
- Establish the Total-Win Mindset
- Clean up past emotional issues
- Separate the person from the problem
- Discover your default negotiating style
- Get to the real issues underneath positions
- Prepare to negotiate effectively with anyone
- Change the game to a principled foundation
- Establish and maintain deep and lasting rapport
- Negotiate powerfully without needing to use force
- Listen in a way that others experience being fully heard
- Deal effectively with people who try to intimidate or bully
- Distinguish between old-style and Total-Win Negotiating
- Establish Agreements on Principle from the very beginning
- Recognize and counter hard move tactics and resolve conflict
- Develop out-of-the-box lateral thinking strategies in the moment
- Brainstorm from the same side of the table and generate options
- Deal more effectively with all aspects of business and personal life
- The 5-Step Negotiating Model
- Preparation for a Negotiation
- 1st and 2nd Perceptual Positions
- Understanding BATNA
- Determine Values & Beliefs of Parties
- Anchor States of Excellence
- Clean up from past issues
- Use of Outside Standards
- Separate People from Problems
- Chunking to the Real Issue
- Persuasive language patterns
- Backtracking and Dovetailing
- Deal with Conflict
ADDITIONAL BUSINESS BENEFITS
This training will give each participant an opportunity to
- Develop deep and lasting rapport
- Drastically reduce arguement in relationships
- Communicate effectively as a team
- Overcome conflicts and stuck states
- Practice individual skills and integrate learning
- Hold others to account without making them wrong
- Work through real-life working and/or personal situations
ABOUT THE TRAINING
Approximately 1/3 will be lecture, discussion, and learning from Flip Charts and other materials, 1/3 will be interactive exercises, and 1/3 will be debriefing of exercises.
Participants will be encouraged to participate through the filter of their individual job description or personal experience in debriefs and other discussions.
Participants will be expected to negotiate based on a prepared scenario early in the training. They will then learn the skills and attitudes of Total-Win Negotiating and then will conduct at least two role-play negotiations and/or a real-life negotiations with other team members present in the training in small group breakouts.
In addition, specific assignments will be given during breaks, lunch and overnight so that learning is anchored to multiple life and work contexts and will be transferrable to on-the-job responsibilities.
Click here to register for Total-Win Negotiating. Call 602 321-7192 if you have questions.
Feedback and Testimonials
Total-Win Negotiating Testimonial References
“Bill, your Total Win Negotiating seminar has transformed my law practice. As a female in a very male dominated business, I used to have real difficulty fighting with other lawyers for my clients and between clients in my family law practice. Husbands and wives often just want to hurt each other and often regardless of the cost. Some attorneys just want to win and at any cost. I was becoming hard from having to deal with it every day and it was affected everything in my life. Now, I know I don’t have to be stuck in an adversarial paradigm. I can usually switch the game and go with principle. It’s magic when people sit down at a table and start generating mutual outcomes. I’ve learned to use the skills you taught me in every aspect of my business and my personal life is easier and more relaxed because of it.”
Janice Palmer (2010)
1741 W. Del Rio
Chandler, AZ 85224
(480) 820-4771 Business
(480) 510-0556 Personal
“Hey, things are going GREAT! Total-Win Negotiating has turned my life around. I have listed more thatn $20M in hotel properties and we are about to close another big property. I’m meeting lots of women and it’s going GREAT. I just can’t say enough about what you have done for me and the time you took with me.”
Judd Uhre (2004)
Commercial Real Estate Broker
5151 N 16th Street
Scottsdale, AZ 85251
Phone: (480) 201-2622
“The management of Grand Gateway Hotel was dysfunctional in the past between the siblings who were always fighting for position and power. I think we lost a lot of business because decisions were simply not made in a timely fashion. Bill taught us the Total-Win Negotiating model to give us a process for how to come to decisions and overcoming conflicts. Thank you, Bill.”
Leslie Sherry (2008)
Grand Gateway Hotel
Cell Phone: (856)430-2377
Just wanted to send a quick note to express my appreciation. As you remember I took the Total Win Negotiating workshop a few months ago. Since that time my relationship with my Ex has improved sgnificantly. I think the biggest impact is attributable to our understanding that there is a positive intent behind every behavior. We also have been able to implement other strategies such a "chunking to the real issue" to get to the value underneath. You can imagine the benefit of working thru many issues without lawyers or even harsh words. Recently I have also been able to resolve issues with clients by remembering to focus on satisfying their interests instead of getting stuck in the company's position. In short I would recommend this course to anyone who would like to be more in alignment with their co-workers, family, or friends. Life is too short to argue when you can both win and be happy.
- Bill Madison, Medical Triage Expert, Phoenix, Arizona
Introduction from Las Vegas training at Treasure Island with IJC in June 2010:
“WE WILL HAVE THE OPPORTUNTIY TO LEARN, SHARE AND PERHAPS INSPIRE OURSLEVES AND EACH OTHER…TODAY WE WILL LEARN SOME NEW TOOLS THAT WILL ALLOW EACH OF US TO IMPROVE OUR EFFECTIVENESS, ABILITY TO COMMUNICATE AND EVEN INFLUENCE THE PEOPLE WITH WHOM WE DEAL, BE IT FAMILY, FRIENDS OR CUSTOMERS.
AS A WORLD CLASS NLP TRAINER, BILL PROVIDES PUBLIC NLP BASED TRAINING WORKSHOPS AND SEMINARS WHICH RANGE FROM BASIC ORIENTATION, TO CERTIFICATION LEVEL. HIS SEMINARS INCLUDE TOPICS LIKE, CULTURE CHANGE, TEAM BUILDING, PERSUASION AND INFLUENCE, LISTENING SKILLS, PUBLIC SPEAKING AND, LAST BUT NOT LEAST, SELLING AND NEGIOATING.
MANY OF THE TOPICS THAT BILL WILL TOUCH ON TODAY WILL BE VERY PRACTICAL, THINGS WE CAN USE EVEY DAY AT WORK OR AT HOME. HE WILL ADDRESS, TRUE CUSTOMER ORIENTED SELLING, AND SOLVING FOR THE REAL ISSUE. BILL WILL ADDRESS THE SUBJECT OF NEGOTIATING, WHICH IS SOMETHING SO IMPORTANT TO OUR SUCCESS. JUST THINK IF WE CAN LEARN HOW TO DO THIS ASPECT OF OUR JOB BETTER.
Testimonial from Seminar Feedback Form:
Overall: Good. I think we touched on many good topics.; overall- very helpful especially working as a merchandiser with the sales people.
Most important thing learned: Asking the how and what; the act of listening/communicating empowering the customer, steps of negotiation, and how negotiation is won by all.
Instructor: Very good. Very patient, informative, engaging, and knowledgeable.
Daryl Shamitoff (IJC)