Negotiation is an art, not a science. The negotiator must understand how to effectively utilize the basic elements of negotiation: relationship, risk and value, to rapidly make astute decisions for beneficial outcomes.
Strategy is the critical element that will make or break any high stakes negotiation. In critical negotiations there are no prizes for second place.
Every detail of your strategy must be carefully prepared and precisely carried out. There is no room for error. To put it simply, a successful outcome requires a well planned strategy. One that allows the flexibility to respond to the unknown ‘surprises’ that the other party will spring on you.
In negotiating, achieving a “win-win” scenario not only allows everyone to feel good at the end of the negotiation, it also paves the way for amiable future transactions between the parties. At the same time, no one wants to feel that they have “left money of the table” at the end of the negotiation. However, negotiate too hard and the deal is lost — be too timid and you will leave money on the table, which in today’s economy is almost as bad as losing. The art of negotiating well is striking that perfect balance where all of the parties are happy with “their deal.”
“In a successful negotiation, everyone wins. The objective should be agreement and preservation of relationships, not victory,” states John Di Frances.
John is a recognized authority and keynote speaker on the topic of negotiation, and his articles on strategic negotiation have been widely published. Moreover, he has first-hand experience in personally negotiating large commercial and defense contracts, civil claims and lawsuits as well as commercial construction and union bargaining contracts.
He has been involved with executive-level strategic negotiations on a global scale for close to thirty years. He understands that successful negotiation is not a science — it’s an art. The negotiator must understand how to effectively utilize the basic elements of negotiation: relationship, risk and value, to create astute decisions and beneficial results.
John shares proven negotiation strategies, and outlines how to structure and implement a negotiation strategy for the optimal Win-Win outcome. Additionally, John demonstrates a simple and entertaining way for your audience to instantly recall what they have learned, even in the ‘heat of negotiations’, so that they will always enjoy a first-place finish.