Win-win Negotiation Skills

Effective techniques to achieve win-win outcomes in all your negotiations

with David Goldwich

We all negotiate every day, whether we realise it or not. Yet few people are ever taught how to negotiate. And if we do learn how to negotiate on the job, we probably learn from someone who practices the traditional adversarial approach. This old school, win-lose approach is only suitable for one-off negotiations.

Most of us are expected to negotiate effectively with vendors, customers, and partners repeatedly over a long period of time. We need to achieve good results for our side while maintaining a healthy, long-term relationship with our negotiating partners. In today's world, a win-win outcome is the only acceptable result.

While we hear much talk about the coveted win-win outcome, the fact is this result is not common. Most negotiations will never result in a win-win outcome because of certain common negotiation mistakes and misconceptions. Armed with the right strategies and techniques, you can greatly increase the probability of negotiating a win-win agreement.

This practical and interactive one-day workshop is based on the "principled negotiation" approach developed at Harvard. Facilitated by David Goldwich, a trained lawyer and mediator, this programme focuses on preparing for negotiation and provides a framework for negotiating win-win outcomes.

The fundamentals of negotiation

• How do you negotiate?
• The "win-win" approach
• Using anchor points to your advantage
• Currencies of exchange, and how to leverage them

Characteristics of Win-Win Negotiators

• Asking questions
• Listening
• Persuasiveness
• Explaining before disagreeing
• Empathy
• Lateral thinking
• Dealing with an impasse

A Seven Step Negotiation Checklist

• Interests vs. positions
• Options
• Alternatives and Your BATNA
• Rationale
• Communication
• Relationship
• Implementation

About David Goldwich

David Goldwich is a professional speaker and trainer who specialises in communication skills, negotiation skills and personal effectiveness. David practiced law in the United States for over ten years. He has an MBA and has also managed several small businesses.

As a trainer, David applies the '80/20 Rule' to training by identifying the critical tools necessary for the greatest improvement and presenting them in a form that is simple to learn and simple to use. David's ability, sense of humour and wealth of experience enable him to deliver breakthrough changes at all levels. Some of his clients in the region include Siemens, American Express, OCBC Bank, Keppel Corporation, BP, Shell, Petronas and Deutsche Bank. David is the author of the book, Why Did the Chicken Cross the Road?: Lessons in Effective Communication.

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