High Performance Negotiations is an intense two-day, skill based seminar that instructs participants in the art of Mutual Gains Negotiation.

Participants learn and practice the three goals of top negotiators:
1. Reaching satisfying agreements for both parties.
2. Reaching agreements efficiently.
3. Ending negotiations on a positive note so that relationships are improved.

The program examines negotiation strategies, differences between positional bargaining and joint problem-solving, learning how to be soft on the people and hard on the problem, getting at interests behind positions, inventing options for mutual gain, using independent standards to break deadlocks, and developing a best alternative to negotiated agreements (B.A.T.N.A.)

Included in the first day:
1. Preparing for negotiations.
2. How to create a climate for favorable results.
3. Recognizing your own "hot buttons" and how to avoid them.
4. Practicing detachment when you are deeply involved.
5. Making offers and counter-offers.
6. Knowing when and how to caucus.
7. Five common errors in judgement that lead to mistakes in negotiations.

Included in the second day:
1. Countering tactics and dirty tricks.
2. Resolving disputes using negotiation ju-jitsu.
3. Dealing with thug negotiators.
4. Resolving conflict in a win-win manner.
5. Framing and re-framing negotiations.
6. Bringing opponents to their senses without bringing them to their knees.
7. Building a "Golden Bridge" that opponents can't help but cross to your side.

The course is one-third instruction, two-thirds practice. Exercises can be customized to reflect "real world" situations. Participants immediately transfer skills learned in the class-room to their personal and business affairs.

Required pre-class reading:
Getting to Yes, Negotiating Agreement Without Giving In, by Roger Fisher and William Ury of the Harvard Negotiation Project.

Developing successful negotiators...A Performance Priority!