What People Really Want: 5 Secrets To Successful Negotiating
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We all negotiate every day – over everything from million-dollar contracts to where to go for dinner. Some deals involve complex numbers. But nearly EVERY negotiation involves something even more complex – emotions.
Even the most hard-boiled negotiator has emotions. And understanding how to leverage yours — and your counterpart’s — can spell the difference between success and failure. While most negotiating training focuses on the rational side of negotiation, the emotional side has been neglected.
Join us for What People REALLY Want: 5 Secrets to Successful Negotiating. Harvard professor Daniel Shapiro, Ph.D., will share his research on how to capture the power of emotions in your negotiations.
This is not just another course on emotional intelligence. Dr. Shapiro will share his powerful, 5-point framework, which exposes key human motivations driving negotiations – and which has been shown to improve outcomes in countless businesses and government negotiations. You’ll discover:
- The 5 Core Concerns of negotiating
- What emotionally motivates your counterpart’s negotiation behavior
- How to satisfy their Core Concerns to make it more likely they will say “yes” to your requests
- The critical importance of autonomy – and why it can matter more than the numbers
- The surprising power of appreciation on negotiation outcomes
- Why you must appreciate your adversary – and be appreciated yourself!
- Tools to connect with even a tough counterpart
- The 2 kinds of status, and how to use them to leverage emotions
- Understanding “roles” you unconsciously play in your negotiations – and how to reshape those roles for increased leverage
- And more!
Dr. Shapiro has negotiated international boundary disputes, and is a frequent speaker at the World Economic Forum in Davos, Switzerland. He’ll share his techniques for negotiating with governments … corporations … and “the world’s toughest negotiators” – his kids!
You can ask Dr. Shapiro your negotiation questions, and get specific answers to the challenges you’re facing. And because this is a webinar, there is NO LIMIT to the number of colleagues you can invite to join you for this unique event.
If What People REALLY Want: 5 Secrets to Successful Negotiating wins you just ONE concession in your next negotiation, it will pay for itself countless times over.
Cannot Attend The Live Presentation?
This presentation is also available in a recorded format, in CD version, as shown in the pricing options below.
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versions are interactive, meaning that participants can ask questions in real time, plus are a very cost-effective form of training because 1) you receive fast, convenient learning without
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|Licenses / Designations / Educational Credits:||PACE|
All US States: 1.5
All Canadian Provinces: 1.5
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|Keywords For This Course:|
influence, deals, deal-making, negotiating, negotiations, business, sales
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