IN LIFE, you do NOT get what you DESERVE-but WHAT YOU NEGOTIATE!
"BECOME A PRO": DEFINE THE PURPOSES "DEFINE THE PURPOSES OF THE NEGOTIATION-THE REAL ONES NOT ONLY IMMEDIATE: NOT ONLY THE PURPOSES POSED BY THE OTHER SIDE: (R) RESEARCH THE RELEVANT PERSONS AND ISSUES (3) OBSTACLES : (DEFINE AND PREPARE FOR THE OBSTACLES)
DEFINE AND OVERCOME STEREOTYPES: FOCUS ON HOW and WHY THINGS APPEAR DIFFERENTLY BETWEEN EVEN JAPANESE; NEXT A FOCUS ON STRATAGEMS OVERCOME; INTERACTIVE DISCUSSION
DISTINGUISH POSITIONS v. INTERESTS: I am published in the Harvard based Reichaurer Japan Negotiation Journal. I have seen hundreds of Japanese attempt to Negotiate as a trainer and as a counsel. And they have no idea how positions are different from interests. Do you? In Module 3-you will learn how to!! Experience is the best teacher. let my experience guide you!!
DISTINGUISH SOFT AND PRINCIPLED:
THe Soft Brand of Negotiation has been the tradition here. Many can give a loose definition of the concept of Principled Negotiation sometimes called "Win=Win" Negotiation. But in terms of applying the relatively complex concept, of "Win/Win" Negotiation, many-the majority of Japanese fail!!
HARD NEGOTIATION: 2.5 HOURS poses an even bigger problems form the position of the Japanese Trainee and others. Firstly, HARD Negotiation is totally unknown by most Japanese.It will soon be very familiar Only hands on experience by an experiencedWestern Professional who can transfer his experience to others can effectively teach this Skill!
TRANSITION FROM HARD TO PRINCIPLED OR WIN-WIN NEGOTIATION!! This is where Japanese usually do not have a clue.You must know and experience Hard Negotiation first! But how do you recognize when and if the other party "has had enough".
BARNSTORMING PROPER OPTIONS: Brainstorming is the "key" to success.Developing ideas, generating options, attractive options to choose from is not easy. Choosing the right ones to go forward on is even more difficult. This training will almost make it easy!
B.A.T.N.A., W.A.T.N.A and COMPLIANCE As a Harvard Educated Specialist in US/Japan Trade Relations, I became knowledgable about the Theory of B.A.T.N.A. as a method of deciding whether a Negotiated Agreement "on the table"should be accepted or not.
Had these steps been followed in many negotiations, including those between U.S. and Japanese Negotiators prior to World War II, then many unfortunate results might have been avoided. This 2.5 hour module will fully address the concepts published in the 2014 Edition of the Japan Negotiation Journal in my Article "New Frontiers in Negotiation".... More importantly, it will breath life into them and make it possible for you to apply them every day in every Negotiation!
These eight steps are the foundation you need for successfully meeting the challenges you face. You too will successfully "Negotiate to Win"!