Negotiation

Regardless of our role, we all negotiate regularly — with external counterparts and with internal colleagues and stakeholders. Our foundation for negotiation success is built upon the principled, interest-based negotiation framework originally developed at Harvard University. Participants learn how to develop a situation specific negotiation strategy to best meet their goals, and then to make proactive choices throughout the negotiation process as they execute that strategy.

Changing behavior requires changing people’s MENTAL MODELS…

Debilitating Assumptions

We can’t both get what we want
It’s a zero-sum game
I should wait to see what they do
I have to choose between a good relationship and a good deal

Empowering Assumptions

Some interests conflict, others are just different
It’s possible to expand the pie
I can lead
We can build a good relationship even as we disagree

…which enables more effective ACTION…

After being introduced to the Seven Element Negotiation Framework, participants begin to:

Avoid trying to buy a good relationship with substantive concessions
Pay attention to process
Generate options jointly
Dig beneath positions by exploring interests
Ensure commitments are clear, realistic, and enforceable

Watch an introductory video to our negotiation model

The Seven Element Framework

…leading to better RESULTS

Putting new skills into practice, participants negotiate outcomes that:

Optimize value, rather than merely compromise
Strengthen relationships with customers, suppliers, colleagues, and other stakeholders
Are consistently better than their walk-away alternatives
Set useful precedents for future negotiations
Can be effectively implemented

For more information about Vantage’s approach to training, visit the Training and People Development page.

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