Dealing with Tough Negotiators

Learning Outcomes

• Learn 5 key skills for dealing with tough negotiations
• Identify strengths and weaknesses in 5 skill areas
• Practice handling tough negotiations
• Understand how to enable win-win solutions with tough negotiators

Theory

Dealing with Tough Negotiators is based on a study of the relevant literature and the Model of Negotiating Behaviour. The literature on collaborative negotiating points to 5 skills that move a negotiation back to constructive, objective discussion. These skills prepare the collaborative negotiator for both offense (proactive collaboration) and defense (wariness, solid research, and constant questioning).

The 5 negotiating skills are:

1. Maintaining Composure
2. Developing Data
3. Refocusing the Discussion
4. Being creative
5. Handling Information Strategically

What to order: You will need 1 self assessment per participant. For maximum benefit, purchase 1 Facilitator Guide per trainer. An optional extra is the Workbook - this serves as a comprehensive takeaway and includes critical content, worksheets, and forms used during the workshop.

How It Works

With a particular situation and difficult negotiator in mind, participants respond to the 30 statements on the assessment. Participants then learn about the Model of Negotiating Behaviour, score the assessment, and chart the results for each of the 5 negotiating skill sets. Interpretive information provides insight on scores and thought-provoking questions help participants think of ways to practice the 5 skills. Following the assessment, the Dealing with Tough Negotiators Workbook offers practice in applying the skills with the help of examples, prepared questions, and guidelines — the perfect tool for negotiators who are about to enter into a particularly difficult negotiation.

Both the Assessment and the Workbook are written for negotiators who have some negotiating experience. (For inexperienced or first time negotiators, we suggest the Negotiating Style Profile as an introduction to basic, collaborative negotiating.) See Related Products.