Negotiation Skills Question and Answer

Outcome Focus Coaching Seminars

Outcome Focus PROGOTIATIOM^TM Skills Coaching Seminars are designed to give you practical, applicable negotiation information that is customized for you so it is easy to put to use IMMEDIATELY. We realize that the more effective you are as a negotiator the more focused you will be, the more productive you will be and the more people will respect you.

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Negotiation Skills Seminar Q&A

How Does This Program Differ From Other Negotiation Seminars?

Most negotiation seminars focus on teaching you the “tricks” of negotiating - what to say when and how to maneuver around people.

They literally focus on WHAT to do once YOU ARE IN the negotiation. The problem with that is that it is all REACTIVE. It tends to lead to judgmental conversation, accusations, and defensive behavior as each party tries to get what is best for them. It ends up with you learning HOW to DEFEND your position.

We go beyond that. Matter-of-fact we teach you about PROGOTIATION^TM. PROGOTIATION^TM is all about REMOVING 70% of what normally hits the negotiation table BEFORE you get to the negotiation.

You only have so much energy in communication while negotiating and most people get it all wrapped up in defending points of view and establishing small points. Imagine if you could walk in the negotiation and know that all you had to focus on was 2-3 key things because you had already set up the negotiation in a way that REMOVED all the small obstacles. Imagine how productive your time could be and how much you would accomplish.

With the IMP Outcome PROGOTIATION^TM system you will learn FOUR key steps so you can THINK, SET UP, and NEGOTIATE in a way that eliminates defensiveness and RAISES trust, respect, and accountability.

Will We Just Be Working With Case Studies?

No. Another huge distinction between our program and others is that we have you bring a REAL LIFE negotiation that YOU ARE WORKING ON.

You will learn four simple steps to communication through negotiating that will forever change how you prepare for the negotiation as well as how you react during the negotiation. You will get to apply these skills to YOUR SITUATION so you can see what you may be doing that is sabotaging your own negotiation.

How will this fit me or is this just a "One size fits all" program like most negotiation programs?

What you will find is unique is that we take in to account YOUR OWN STYLE. Some people love negotiating and playing hardball. Other people just hate it yet it may be a majority of their job.

Yet most negotiation programs focus on the people who love to negotiate. They teach you great phrases and "tricks" and intimidation tactics to keep the other party on their toes.

Our program is based on keeping your ETHICS and CHARACTER in tact and MAKING the other person accountable for being ethical as well.

With us you will learn WHY you approach negotiating the way you do, WHAT you may be doing to derail the negotiation, HOW to set up the negotiation upfront for greatest success, and HOW to eliminate much of what hits the negotiation table so your energy can be focused on the BIG things and not the small items. I can’t tell you how many large negotiations I have seen fall apart due to one LITTLE detail that should have been managed upfront and NOT at the negotiation table.

Our program is not about “tricks;” it is about understanding how to negotiate in YOUR style so you have the greatest success.

Because our program helps you understand and maximize your style our Outcome Focus Negotiation works for people who have been negotiating for years as well as those that are new to negotiating. Most people that attend our seminar have been negotiating for some time and are looking to move it to a much higher level.

What if I work in an industry that is known for its unethical behavior, will this still work?

I can't tell you how many times we have had people from tough negotiation industries come to our program and be floored at how they can use this information to hold the other party accountable in a negotiation and RAISE the ethic standards.

We have worked with people in businesses that are "commodity businesses" where price is something they constantly get beat up on. Because our system is about PROGOTIATING™ it shows you how to set up the VALUE ahead of time so you REMOVE the pricing objection.

We have worked with industries such as the travel business, real estate, industrial real estate, and insurance. All of these industries are known for their "tough" negotiation style. They all walked away DIFFERENTIATING their company from the competition by RAISING the trust and respect in industries that are known for having difficult and combative negotiations.

What Else Will I Learn?

Most classes focus only on the negotiation at hand. The reality is that most negotiations have a history of communication and a relationship that comes with the negotiation. We help you manage that history and relationship upfront so you can better set the stage for negotiation.

But What If Your Negotiations Are Just One Time Negotiations And You Never See The Person Again, Is There Really Any History Or Relationship You Can Set Up There?

Absolutely! There you have to manage the “perceptions” that are around the negotiation so you have the best outcome. We will teach you how to recognize those and then respond to them.

How Does This Differ From Win-Win Negotiations?

Not every negotiation can be a win-win. In an ideal world we would like to be but sometimes the negotiation is lopsided and you have no leverage. What do you do in those situations? Do you have to give up more?

Our Four Step System shows you how to be straightforward, honest and ethical at all times. You will learn how to gain honest leverage in a situation where you may feel you have none. You will never walk away feeling you cheated someone or that you were stepped all over.

Best of all, it is not about memorizing phrases or tricks. Outcome Thinking will show you how to communicate directly in a way that FITS your personality.

You will learn how to make each person ACCOUNTABLE at the table and how to challenge people without making them feel judged. You will learn how to stop the other person from playing games also.

How Successful Is This Program?

The proof is in the pudding. Because our verbal communication skills program is one that fits your lifestyle and you can use daily, it is easy to make it a natural part of you. It won’t be something you take out and dust off for when you negotiate.

Kym Lees now says, "With every business deal I approach it in a whole new way. I am finding that even with acquiring companies I can use this system to deliver great results upfront WITHOUT envolving a bunch of lawyers and accountants right away!"

You will actually leave THINKING in a different way. One client used this communication skills program and saved her company $100,000 in just five minutes without games! She actually strengthened her relationship with her vendor in the process.

But the reality is YOU and YOUR SITUATION. So here is my offer, you try it out for six months and if you don’t feel it has helped your negotiation skills call us up, share how it didn’t work, and we will refund your money. For us, it is all about the value to YOU.

You will quickly see why the companies that have the most senior negotiators-people in their mid 30’s to 60’s- use Anne for negotiation training.

Very few Negotiation Seminars want you to work on your unique situation because they can’t grasp it and give accurate feedback in a short amount of time - Anne can. You will quickly see how easy it is to apply the Outcome Focus PROGOTIATION^TM Four Step Skills System and how quickly you will see success with your negotiations.

So Where Do I Sign Up?

Call us to chat about your goals, your negotiations, and we will candidly share how we can or can’t help you. For us it is not about filling up seats, it is about driving results for YOU.

Therefore, we do want to chat with you in advance. We do want to make sure we understand YOUR personal needs because you aren’t just a number and your situation is special.

Seating is limited because we keep our groups small and intimate. Our programs are usually filled with executives and management due to the uniqueness of the program.

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Please Tell Us What You Face With Negotiations.

Stop imagining and let's make it happen!

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