There is no “one size fits all” technique to negotiating, because each negotiating scenario is unique – the subject, the power & personality of the players, the environment, time & resource constraints, etc., are very different. Irrespective of how great, the cards you have – your sequence of play will be dictated to a high degree, by the cards the others drop on the table.

There are hundreds of books and papers on negotiating, citing various case studies. This workshop is not about another few case studies. Yes we do discuss case studies. But our primary focus is to provide you with a process, and a set of tools that you could use in any given situation.

•  This workshop deals with typical scenarios that Managers face, both within the organization, and with customers. This Ideal for executives and management trainees

• Those who manage retail outlets will find the tactics & gambits indispensable.

Morning Session

• Introduction to Negotiating & Fundamentals

• Developing ZOPA, WABL, BATNA & MLATNA

• The Role of Timing & Who Should Negotiate

• Impact of Culture & Traditions

• The “PI” Rule

• Rules for Buyer & Sellers

• PosBar & Win-Win Negotiating

• Identifying Power & Personalities

• Mediation; Arbitration & Litigation

• The JOHARI Window

• The ADO objectives

• Gambits & Tactics

• Anchoring

• Body Language & The Spoken Word

• The Never, Never, Rules

• Keeping the Negotiations Alive

Afternoon Session

Case Studies:

• The Cuban Missile Crisis

• The Panama Canal Treaty

• The UN Seabed Mining

• The Training Contract

• The (Korean) Kaesong Project

Exercises:

• Employee Seeking a Pay Increase

• Contract Negotiation

• Leasing Office Space

• Procurement

About the Instructor:

Dr. Wirasinghe is an internationally recognized subject-matter expert on decision-making.

He is the author of the following books:

1.The Art of Making Decisions

2.The Decision-Making Handbook

3.The Negotiators Handbook

He has trained several Fortune 500 companies, including the US Navy. He is also a lecturer at the Univ. of Houston’s MBA program. His professional career spans across many disciplines: Oil & Gas Engineer, Research Scientist, University Professor, Management Consultant, and Director of a USA Public Utility.