Street-Smart Negotiation for Technical Professionals

Module 1

Welcome and Overview.

Module 2

Challenges to the technical professional in becoming a master negotiator, and why it's so important that you become one.

Module 3

Key perceptions regarding negotiating.

Module 4

A study of the different negotiating styles. Each participant will discover their dominant style, and how to utilize that style for maximum results. Differences in style between technical and non-technical people – and how to bridge those style differences to achieve success.

Module 5

Positioning. A powerful module. Participants learn the concept of positioning and how to position themselves for maximum results. This is the key to achieving effortless results without pressure. Positioning mistakes often made by technical people – and how to avoid them.

Module 6

Power. We shine a spotlight on power: Where it comes from. How to get more of it. How to not be abused by other’s power.

Module 7

When to negotiate (and when not to).  Avoiding “religious wars”. How to make sure you don’t win the battle but lose the war.

Module 8

The greatest negotiating principle

Module 9

Preparation. How to prepare for a negotiation. Expectation. Aiming high. Assessing strengths and weakness of yourself and others. This section includes a preparation checklist in the resource section.

Module 10

Reading others/what makes this guy tick?

Module 11

Expectation levels

Module 12

Logistics of negotiating situations

Module 13

The Success Formula/Your secret weapon

Module 14

Opening the negotiation/Establishing rapport

Module 15

Finding that middle ground

Modules
16-19

Making your points/tactics and Strategies. These modules deal with the actual tactics and strategies of influencing others. Each is introduced and demonstrated, then discussed and role played by the group.

Module 20

Concession Strategies. How do you give in without losing face? How do you concede while maintaining the relationship. How do you concede in such a way that you end up in the final destination you desired?

Module 21

Creativity - thinking on your feet

Module 22

Ending the call

Module 23

Coaching others to be good salespeople

Module 24

• Team negotiating
• Advantages of a team
• Pitfalls of a team
• Picking the team
• How the team works

Module 25

Phone/email negotiation

Module 26

Lessons from my Dad

Module 27

Review

Module 28

What it takes to become a master negotiator