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
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