CLOSING DEALS PROFITABLY – Have you ever encountered unreasonable people in a negotiation? Some negotiators seem to prefer confrontation over collaboration, tough talk over active listening, and emotional stress over harmony. When working with a negotiator who won’t give us what we want, we tend to classify her as difficult or irrational.
Research shows that very few people are truly irrational, but it often happens that one party does not understand the other party's motivations, goals, or needs. Sometimes their tactics or behavior overtake the objectives and break down the negotiation.
This program is designed to help you build the skills and provide the tools to help you deal with difficult people more effectively.
Emotions in negotiations are powerful, always present, and sometimes difficult to handle
Facing counterparts in negotiations who behave bullish, demanding, and are only interested in a win-lose outcome
Losing control of negotiations when negative emotions start affecting your thinking and
Facing unexpected deadlock situations during negotiations caused by bullish