CLE Online

Introduction—The “Car Negotiation Story”

Discuss Latz’s Golden Rules of Negotiation

• setting aggressive—yet realistic—goals
• information is power—so get it!
• using objective criteria with “tough negotiators”
• offer and concession strategies, including first offer issues

Discuss Negotiation Strategies

• increasing leverage by finding alternatives
• controlling the negotiation agenda
• using timing and deadlines to your advantage

Prepare to Negotiate Simulation

• learn information gathering techniques
• analyze interests vs. positions
• discover ways to generate creative options

Negotiation Simulation and Debriefing

Analyze Negotiation Simulation

• competitive vs. problem solving techniques
• future relationships issues
• impasse-breaking strategies

Oil Pricing Exercises and Ethics Discussion (FOR LIVE COURSE REGISTRANTS ONLY)

• dealing with untrustworthy negotiators
• ethical negotiation issues
• “puffery” vs. ethically unacceptable lying

15 SKILLS YOU’LL LEARN

1.   Latz’s 5 Golden Rules of Negotiation

2.   Strategies to get past “No”—if all appears lost

3.   1st offer dynamics—when to make the offer and when to wait

4.   Ways to gain leverage when seemingly powerless

5.   Secrets to success in emotionally charged negotiations

6.   Powerful agenda control techniques

7.   Deadline and timing tips

8.   Competitive techniques vs. problem solving strategies

9.   Tactics to generate creative solutions

10.  Powerful information gathering methods

11.  When to share information—and when to keep it

12.  When to hold—and when to fold

13.  Ways to deal with untrustworthy adversaries

14.  How to keep options open while building future relationships

15.  The difference between “puffery” and unacceptable lying