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Negotiating with Finesse

The Enterprise Center at Salem State University

121 Loring Ave | Salem, MA 01970

Fri, Oct 4, 2019 @ 9:00 am - 3:30 pm

Cost: $110.00

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Negotiating with Finesse

Friday, October 4, 2019

The Enterprise Center at Salem State University

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This course examines ways we can build a productive dialogue in both our day to day interactions and formal negotiations.
At its core, understanding and applying negotiation principles help us communicate constructively, create a positive frame of reference, and help open up as many options as possible.  We will learn to create a conversation around designing a complete list of possible options before jumping to what may be premature and insufficient immediate solutions. When people trust each other, they are more likely to communicate accurately their needs, positions, and the facts of the situation.  In contrast, when people do not trust each other, they are more likely to engage in positional bargaining, to use threats, and to commit themselves to tough positions.
We will look at how to assess and understand the feelings and attitudes of all parties, and how they may bias our interactions while negotiating.  This workshop is designed to provide many opportunities to practice these skills using actual scenarios including an invitation to discuss your own real-world situations for immediate takeaways.
Module One: Getting Started

  • Workshop Objectives

Module Two: Understanding Negotiation

  • Types of Negotiations
  • The Three Phases
  • Skills for Successful Negotiating

Module Three: Getting Prepared

  • Establishing Your WATNA and BATNA
  • Identifying Your WAP
  • Identifying Your ZOPA
  • Personal Preparation

Module Four: Laying the Groundwork

Module Five: Phase One — Exchanging Information

  • Getting Off on the Right Foot
  • What to Share
  • What to Keep to Yourself

Module Six: Phase Two — Bargaining

  • What to Expect
  • Techniques to Try
  • How to Break an Impasse

Module Seven: About Mutual Gain

  • Three Ways to See Your Options
  • About Mutual Gain
  • Creating a Mutual Gain Solution
  • What Do I Want?
  • What Do They Want?
  • What Do We Want?

Module Eight: Phase Three — Closing

  • Reaching Consensus
  • Building an Agreement
  • Setting the Terms of the Agreement

Module Nine: Dealing with Difficult Issues

  • Being Prepared for Environmental Tactics
  • Dealing with Personal Attacks
  • Controlling Your Emotions
  • Deciding When It’s Time to Walk Away  39

NOTE: A parking permit will be emailed to all registered/paid participants shortly before the class date. 
In-Person Class Refund Policy: 100% refund before the first class meeting; 50% before the second class meeting. No refunds after the second class meeting.


Jim Ognibene

Jim has studied and taught in the field of Organizational and Talent Development for two decades. He and his team have designed & delivered leadership development and customer service programs including over 1300 full and half day professional development workshops. He has grown tremendously through giving and receiving hundreds of one on one coaching and mentoring sessions. Human development is the common theme along his career path: Director, Organizational Development, State Government; Customer Service Trainer and Leader in several private sector organizations; Manager of Volunteers at the Greater Boston Food Bank and Business Education Teacher in a private high school. His experience pans all four key sectors: private, public, education and nonprofit.

Jim has a Bachelor of Science in Business Administration, Marketing from George Mason University, Virginia and a Masters of Education in Instructional Design from the University of Massachusetts, Boston.

Jim Ognibene

Visioneer Consulting

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