Understanding the Process of Negotiating
Black Belt Negotiating™, a two-day program that combines intellectual property with actual negotiation scenarios, is a next step up from the negotiation models that focus on price or on achieving a “win-win” scenario. It looks at negotiation as a linear process, employing the “5-P model” (Plan, Probe, Position, Propose, Partner) to guide the participant from the opening through the closing of the negotiation. Participants are given tools to help them negotiate, and a manual for how to use them. Secondly, Black Belt looks at the nuances of how the negotiation process happens, without assuming that all sides are “playing fair” and disclosing all facts accurately. Students are coached to understand why someone changes their position and how to recognize when it is happening. This way, they can “self-monitor” out in the field.
Using a highly interactive format, this program prepares participants
to negotiate the best deal while still satisfying the other party.
Thousands of hours of observation and research on major sales negotiations
were used to develop this program. The results are a proven model
that helps participants plan for win-win results, while being prepared
for an opponent playing win-lose.
This format allows participants to see how their behavior compares
to that of successful negotiators, and enables them to continue
developing their skills after the program.
- Negotiations and Why They Are Tough
- History of Negotiation. Part
I
- Introduction to the Black Belt Negotiation Model
- Probing, X-Y
Conversions
- Positioning
- Planning
- Leverage, Concessions, and Team Negotiating
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