Tactical Choices for Strategic Influencing©
Since negotiation is only successful if it yields an agreement each party will willingly fulfill, understanding techniques that can be used to influence negotiation partners' decisions is a critical skill set for a good negotiator.
Tactical Choices for Strategic Influencing© addresses seven types of approaches for influencing decisions that can be used by a negotiator in determining his/her strategy - or in comprehending tactics other parties may be using to attempt to influence decisions.
TNSC has built flexibility into the presentation of this program. It can be delivered as a keynote/lunchtime program of about 60 to 90 minutes or it can be customized with role-plays for a half-day or full day program.
Major learning points from the course include:
Understanding influencing tactic choices one can make in developing negotiation strategy.
Recognizing what influencing tactics other parties are using in their approach to negotiation.
Comprehending the negotiation process from this new analytical angle - and becoming empowered to negotiate more effectively.
Differentiating between influencing/negotiation process factors and substantive issues that are open to collaborative decision-making.