Enhanced Negotiating Strategies Workshop

By Hoge Fenton | 12.18.2015 | Speaking Engagements & Firm Events

Date 12.18.2015

Institute for Strategic Negotiations

Don’t miss the Institute for Strategic Negotiations’ world-renowned course entitled

Enhanced Negotiating Strategies

This one day course provides attendees with a thorough overview of best practices for managing negotiations. Strategic insights into key negotiating tenets such as the following are discussed in detail:

  • Pre-negotiation due diligence
  • Elicitation strategies
  • Creating internal alignment
  • Fractionalizing the other side
  • Mapping your way to decision makers
  • Optimizing the use of agents
  • Developing a negotiations scorecard
  • Making and responding to opening offers
  • Defeating common negotiating tactics
  • Deciphering body language
  • Negotiating electronically
  • Concessions management
  • Closing negotiations
  • Avoiding / managing renegotiations

This session will delve into optimizing the use of—and inoculating yourself from—negotiating tactics such as:

  • The masochistic gambit
  • The wounded dove
  • Negotiating from the grave
  • Human shields
  • Predatory graciousness
  • The Russian front
  • Righteous indignation
  • Exploding offers
  • Pernicious frugality
  • Damsel in distress
  • Lazy lawyer
  • The Hindenburg
  • The afterparty
  • Negotiating from the podium

Among the invaluable take away lessons from this seminar are:

  • How to score points before the negotiations begin
  • How to minimize your concessions
  • How to emasculate powerful counterparts
  • How to delegitimize unfavorable agreements
  • How to quickly shut down favorable negotiations
  • How to gain leverage by aligning with allies

Case studies in this course hail from:

  • Donald Trump
  • Steve Jobs
  • Microsoft / Hotmail
  • Federal Express
  • Blockbuster
  • Eminem
  • The Girls Scouts
  • Jack Ma (Alibaba)
  • Sun Tzu
  • Machiavelli
  • Car salesmen
  • The FBI
  • Terrorist interrogators
  • Lady Gaga
  • David Lee Roth (Van Halen)
  • Elon Musk

Upcoming Session:

San Jose, CA — December 18, 2015

Self-Study Options Are Available!

For more information about this course, please click here.

Special Offer:  All registrants for the Enhanced Negotiating Strategies program will receive a complimentary copy of David Wanetick’s recently released book Business Model Validation.

About the Institute for Strategic Negotiations:   The Institute for Strategic Negotiations maintains the world’s largest library of negotiating titles. To review more than 70 negotiating courses taught by world-renowned authorities, please visit us here.

Need customized negotiating consultation. Enroll in our Negotiating Confidant program.

For further information, please email info@bdacademy.com or call 609-919-1895 ext. 100 (in the USA).

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