Positive Negotiation Program: DESCRIPTION

The Positive Negotiation Program includes an assessment of a participant’s negotiation styles. It gives them an opportunity to identify tendencies they may have to use certain styles and not others and how they tend to use their styles. Participants are able to find the differences between what they intend to communicate and the impact of their behavior on others.

In addition, the Positive Negotiation Program presents Purposeful Negotiation Action™—a model that helps negotiators to see the big picture of each negotiation and always think a step or two ahead, developing practical plans as they proceed through the four main negotiating stages.

PRELIMINARY STAGE
The primary objective of the Preliminary Stage is to create a positive climate for negotiation. The parties state their values, their preferences for dealing with others, how they want to be treated, and what they would consider an ideal outcome. They set a negotiating agenda and agree on ground rules.

OPENING STAGE
The parties state their opening positions or settlement expectations. The parties then clarify one another’s positions and test for probe for firmness and flexibility.

EXPLORING STAGE
The parties explore underlying needs and test the value of alternative currencies that might be exchanged to reach a negotiated agreement.

CLOSING STAGE
The parties structure their agreement by matching alternative currencies to needs until one or both parties are willing to settle for less, or give more, of the prime currency. They then move to “contracting”: confirming their understanding, recording the agreement, and planning the actions required to ensure that the agreement will be effectively finalized and implemented.

The participants learn what behaviors are useful to use in the various stages.

HOW IS THE PROGRAM STRUCTURED?
Participants in Positive Negotiation Program first explore their own negotiating styles, and then learn to analyze negotiating situations and shape their behaviors, strategies, and tactics to each negotiation they enter.

SELF-ASSESSMENT: The Negotiation Skills Questionnaire provides participants with baseline data on their performance of critical negotiation tasks and behaviors. Participants use a negotiation model to determine their typical response to disagreements, their understanding of negotiation, their strengths and shortcomings as negotiators, and their personal goals for the program.

INFLUENCE STYLES: Participants learn the fundamentals of influence styles they use infrequently or ineffectively. They thoroughly explore all the styles and how they are applied in the various stages of negotiation.

NEEDS/CURRENCY ANALYSIS: Participants examine the underlying needs which drive negotiations. They learn how to identify the prime currency of exchange in a given negotiation, as well as to recognize the value of alternative currencies. Simulations provide opportunities to practice planning for negotiation and interactive skills.

TACTICAL ANALYSIS: Participants learn tactics for carrying out each of the critical tasks of a negotiation. They formulate a General Tactical Orientation that helps them select tactics and behaviors appropriate to any negotiation. Flexibility is stressed. Participants learn to use a range of tactics and to modify their approach as they go.

APPLICATION PLANNING: Participants plan and rehearse an actual negotiation that awaits them back at work so that they can put the concepts and skills from the program to immediate use.

HOW IS THE PROGRAM DELIVERED?
The Positive Negotiation Program can be conducted internally using certified trainers. Client organizations may also choose to conduct the program using internal facilitators trained and certified by our firm. The Positive Negotiation Program is easily tailored. Your account manager will work with you to design a delivery schedule that best suits your needs.

WHO USES THE POSITIVE NEGOTIATION PROGRAM?
SMS has delivered the Positive Negotiation Program to thousands of managers and professionals in the world’s leading organizations, including:

American Federation of Teachers
Baxter Healthcare Corporation
CNA Insurance Companies
Schneider Automation, Inc.
Texas Instruments
Wyeth

The Positive Negotiation Program produces excellent results when conducted over three or four consecutive days. SMS account managers work with clients to tailor the content and duration of the program to ensure a smooth integration with clients’ development plans and training resources.

View the PNP Course Agenda