Target Groups: Managers, executives, sales professionals, union and management groups, technical support professionals

Need: A tested road map for engaging in principled negotiations and producing the results you want while maintaining the relationship.

What’s Missing: An effective and tested process that allows all parties to engage in a structured negotiations that produces mutually agreeable solutions.

Session Description: Principled Negotiations is based on the result of extensive research on top negotiators. The findings are conclusive: The principled approach to negotiations, in contrast to hard and soft approaches, is the most effective style for achieving results while sustaining partnerships.

The Principled Negotiations program is based on three leading edge technologies: conflict-dispute resolution research, findings from the Harvard Negotiations Project, and Neuro-Linguistic Program¬ming (NLP). This leading edge program teaches a cooperative approach to negotiating based on dealing firmly and fairly with all parties. The premise of principled negotiations is straightforward: Negotiations takes place between human beings; therefore, to negotiate successfully, you must understand people.

THE 3 KEY ELEMENTS OF PRINCIPLED NEGOTIATIONS

• Separate people from the issue.
• Focus on outcomes, not positions.
• Generate options, not solutions.

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