Arguably the one skill today’s leaders must possess is the ability to get people to agree with them. Most assuredly, in any undertaking of significance, whether personal or business related, knowing how to get others to accept your point of view while seeing themselves as winners is crucial to your success, if not the prosperity of your organization. Indeed, one can’t ever expect to ascend the corporate ladder without a sound grasp of fundamental negotiating principles and its subtle nuances or without the knowledge and skills to emulate those who consistently do it well.
Negotiating is a delicate mix of art and science, of style and substance. It prizes intuition as highly as intellect, common sense as much as the hard numbers. It requires emotional detachment, an understanding of the critical importance of process and a high aspiration level. It can be a game of power, real as well as imagined. While some people know how to play the game masterfully, others only dimly understand it.
This comprehensive program on the art and process of successful negotiating is the creation of Dr. Jim Murray who has been researching, teaching and practicing this time-honored craft over the course of five decades. Tens of thousands of people from all walks of life and professional callings have benefited from his unique, street-savvy insights, acclaimed expertise and direct, hands-on experiences in virtually every conceivable negotiating arena.
Jim’s accomplishments at the bargaining table run the gamut from commercial transactions and collective bargaining to corporate acquisitions and international diplomacy, from training hostage negotiators and professional mediators to mentoring corporate CEOs, counselling big-league sports organizations and advising parents on the subtle art of dealing with troublesome teens. He has authored three best-selling books on negotiating, conflict resolution and influencing difficult people and has been nationally honoured for his effectiveness in the classroom.
This intensive, practical and highly interactive residential learning experience was designed for those who are dead serious about wanting to develop their skills beyond mere competence. You will confront questions about the process you’ve never even thought about before or likely can’t answer if you have. Yet these questions are the ones every experienced negotiator must be able to answer. Otherwise, you lose more often than you win.
This program has a limited enrollment and sells out early – don’t miss your opportunity.
WHO SHOULD ATTEND
How would you honestly assess your capabilities as a negotiator? Especially, as Jim advises: “it is the one skill that can immeasurably enhance both the quality and meaning of your life as well as the lives of those significant people on whom you depend for your happiness.” Many understand the process intellectually but precious few are entirely comfortable in its execution or in their ability to consistently “optimize” deals.
If you seek a higher comfort and confidence level in your ability to get others to agree with your position, whatever that might be, or if you aspire to attain mastery, then this residential learning experience was designed with YOU in mind.
WHAT PRIOR ATTENDEES HAVE TO SAY
The best promotion we can think of is direct word-of-mouth testimonials from those who have already attended this life-altering executive development program. Here is what recent participants (with titles noted) had to say about their learning experience with Dr. Jim:
- Confirmed my suspicion that I leave far too much on the table and settle much too quickly. – VP
- Provided a framework for me to recognize ‘subtle’ negotiating situations. – V.P.
- The course will have a solid positive financial impact on my business and positive satisfaction impact for my clients. – VP
- I will send other members of my senior management team to this program. – President
- Gave me greater confidence to approach future business transactions, whether in the workplace or in challenging retail scenarios. – CFO
- I wish I had taken this program 30 years ago. The torrent of information, savvy insights and real stories told me how I can get whatever I want. – Consultant/Coach
- Gave me the knowledge needed to build my power and be a better negotiator. – Sr. VP
- Opened my eyes to my weaknesses and reminded me that everything is negotiable. – Sr. Manager
- This course is similar to going golfing with a world class pro – you can’t play golf as well as him but you do discover where your “game” is. – CFO
- You made me acutely aware of the hundreds of dynamics and intricacies that affect me every day and your astute packaging of all of them was a stimulating intellectual exercise. – CFO
- You helped me realize I am not a bad negotiator – with your theories and methods, I can now release what’s inside me. – Product Manager
- Provided me with invaluable insights into the behavioural changes I need to work on going forward to improve my life both at home and in the office. – Director
- Dispelled the myths about negotiating and helped me to better understand ‘the art of the possible.’ – Sr. VP
- Jim taught me more about negotiating in three days than I learned in three years at law school. – Corporate Litigator
THE BENEFITS OF ATTENDING
This executive program addresses the role, skills and attributes of the optimal negotiator in a practical, insightful manner. Upon completion, you will be much better prepared to:
- Enter into any negotiation with greater comfort, confidence and competence;
- Remain focused on achieving your objectives regardless of the pressures or challenges;
- Project a powerful, credible and controlled presence at the bargaining table;
- Engage others in co-operative problem solving aimed at mutual profit improvement;
- Not become the unwitting victim of the tactics and ploys used by others;
- Utilize savvy advice and insights to enhance your communications in cross-cultural encounters;
- Embrace negotiating as an attitude and critical life skill that will result in greater happiness, prosperity and success, however defined;
- Satisfy your personal, professional and organizational needs, change attitudes, improve relationships and influence the decisions that can potentially influence your lifestyle and your future.
- In addition to a 100+ page instructional manual, you will receive free copies of the instructor’s best-selling books The Game of Life: Turning Conflict into Cooperation and The Optimal Negotiator: A Companion for Serious Deal Makers as reference texts in support of this unique learning experience.
The program usually commences on Monday evening at 5:30 p.m. sharp and concludes on Thursday at 3:00 p.m. (Some sponsors alter these timelines slightly.) Evening activities include a major team negotiating assignment, preparation for simulations and opportunities for networking and attitude adjustment. Daily sessions run from 8:30 a.m. until almost 6:00 p.m. The format is practical and highly interactive. Emphasis is placed on participation and “learning by doing.” Six simulations operationalize the theories presented. Attention is given to personal coaching and feedback where the attendee is receptive. Participants are encouraged to share their negotiating issues and challenges in confidence. Attendees are expected to complete a number of tasks contained in a Pre-Course Workbook prior to their arrival. Several spot quizzes based on Jim’s unique insights occur throughout the program to stimulate conversation around critical negotiating principles. The instructor is receptive to and encouraging of attendees adding their own topics or questions of interest to the program outline below. Additional subjects are covered in supplemental notes and program resource materials.
The Conceptual Framework for Consistently Achieving Win-Win Outcomes
The importance of your negotiating philosophy. Dissecting the Negotiating Jig-Saw Puzzle. Why we think we negotiate and why we actually do. The limitations of technically proficient and highly rational negotiators. Distinguishing content from process. Core needs: getting others to rationalize the outcome. Turning 80/20 outcomes into 80/80 deals: making losers feel like winners. How to ascertain needs that drive the numbers: what negotiators really want. How to disguise and how to discover critical information.
Tactic Recognition and Response
The negotiating spectrum; engineering a climate conducive achieving to your objectives. Gradient stress: getting people to see it your way. Classic stress (W/L) tactics. Reasonable vs. realistic openings. Conveying a strong bargaining posture. Tactic identification and appropriate responses. Counter-intuitive tactics: what they are and why they work. Emotional ploys. The power of aspiration level and objectivity. When Win/Lose works. The rudiments of Win/Win negotiating. How (and why) to use Win/Lose tactics in a Win/Win way. Understanding consequences and creating opponents of choice. Walking the talk when it comes to being a Win/Win negotiator.
- Behavioural Patterns and Cross-cultural Differences in Negotiating Styles
Gender differences and tendencies in negotiating: strengths and weaknesses. Who makes a better negotiator – men or women – and why? Neuroscience: applications to negotiating. Diagnosing ethnic differences. Common pitfalls: language, proxemics, gestures and stereotypes. Negotiating globally: lessons and tips (do’s & don’ts). Profiling Asian, Arab and North American negotiating styles. The cultural weaknesses and sins of Canadian negotiators. Negotiating with the Chinese: tactical insights. Building strategic negotiator profiles for insight and competitive advantage. Understanding and typecasting personality differences. Achieving behavioural insight and sensitivity through neuro-linguistic programming analysis.
- The Negotiating Process Simplified and Explained
Stages, key ingredients and rituals. Preparation: how to organize, set objectives and distinguish essentials from expendables. Why process always supercedes content. The best question to ask? Determining who cares about what. How to open: what to say, what to offer, how to connect. Social amenities and agenda setting. How to respond to a difficult opening. Achieving instant alignment, “connection” and rapport by design. Presenting (selling) for impact. Recognizing intentional and unintended signals. Overcoming resistance and dealing with objections. How to propose and package. Bargaining nuances and maneuvers. Closing and reaching agreement: how and when. Evaluating and learning from your performance.
- Principles of Time and Timing
Distinguishing the event from the process, dealing with (and using) deadlines, the importance of acceptance time and handling the pressures of the 11th hour. The meaning of “no” in a negotiation. When (and how) to say “no.”
- Power: Accumulating and Sustaining Negotiating Leverage
Myths and fallacies about power. Developing personal leverage: rational presence and psychological influence. Managing the power equation. Diagnosing the power of others. How to increase your power and when you need to decrease it. Enhancing your power at the bargaining table.
- The People Puzzle: Using Human Behaviour to Advantage
Understanding “price” as a point of view. Increasing value. Perception-reaction dynamic: influencing desired behaviours. Negative and positive interaction cycles. Perceptual barriers. Masking, ego defense and role playing. Mechanisms for self-control. Functions and dysfunctions of conflict. Recognizing the signals of escalating conflict. Creating defensive and supportive negotiating climates when needed.
- Essential (and Powerful) Communication Skills
The importance of questioning. How to acquire sensitive information. Phrasing to induce desired perceptions. Active listening for critical information: challenges, key skills and the 90:10 rules. The power of non-directive responses. Translation and “hypnosis” in negotiating. Reflection and deflection. Deciphering the language of hidden meanings. Illustrating meta-talk and the hidden languages of deceit. Understanding and using non-verbal cues. How to detect outright lies, fraud and deceit. How to negotiate with a liar. Smart alternatives to lying. How successful interrogators work. How winning negotiators alter their communication ratios to achieve what they want.
- Becoming an Inventive Negotiator
The power of creativity: how to change the shape of any deal. The symbiotic relationship between price and the terms. Leveraging the terms as buyer and as seller. Negotiating the future. Applying the problem-solving mode to break impasse. Dealing with salary negotiation phobias. Assessing and applying appropriate strategic and tactical responses. How to make seemingly impossible deals. How to get more in your salary negotiations.
- Working and Negotiating in Teams
Individual vs. team: strengths and limitations. When and how to use a team. Determining appropriate team size, roles and responsibilities. Optimizing your team’s strengths. Planning and working as a team: a practicum. Tactic recognition and response. Debrief/analysis and assessment of individual and team performances.
- Optimal Negotiator Fundamentals and Attributes
Essentials of a good strategy. The difference between theory and reality (when it’s about real money). The things you never do. Attributes that define consistently successful (i.e., “optimal“) negotiators. The pros speak: the critical skills and thought processes of winning negotiators. The conceptual framework summarized. Closing thoughts: achieving mastery – where to from here?
This program will be offered twice in 2019 (in Ontario and in B.C.). It is open to the general public. Check dates and places for the timing in 2019 and 2020.