Getting to a Yes: Negotiate Like a Lawyer

Getting to a Yes: Negotiate Like a Lawyer


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Your Challenge: Going into a negotiation unprepared, lacking confidence, without a clear objective

We all negotiate every day, whether we realize it or not. Yet few people ever learn how to negotiate. Those who do usually learn the traditional, win-lose negotiating style rather than an approach that is likely to result in a win-win agreement. This old-school, adversarial approach may be useful in a one-off negotiation where you will probably not deal with that party again.

However, such transactions are becoming increasingly rare, because most of us deal with the same people repeatedly—our spouses and children, our friends and colleagues, our customers and clients. It’s essential to achieve successful results for ourselves and maintain a healthy relationship with our negotiating partners at the same time.

In today’s interdependent world of business partnerships and long-term relationships, a win-win outcome is fast becoming the only acceptable result.

Our Solution: 1-Day Business Negotiation Course to prepare for any negotiation

The much talked about win-win is rare, but win-win negotiators know how to achieve it more often than not. Let Business Negotiation Guru, Mr David Goldwich help you to understand the mindset, characteristics, and behaviours of win-win negotiators.

  • Understand the elements of the “principled” negotiation approach
  • Know the four stages of a negotiation
  • Understand the pros and cons of making the first offer
  • Use anchor points to get more every time
  • Distinguish interests from positions and learn how to uncover hidden interests
  • Leverage on differently valued currencies of exchange to create value out of nothing
  • Understand the process of giving and demanding concessions
  • Know when to compromise and when to try for something better
  • Develop alternatives and a powerful Plan B so you cannot lose
  • Adopt a counterintuitive approach to get better results
  • Learn how to overcome a deadlock
  • Frame issues to your advantage
  • Know the best practices for winning negotiators

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