The Optimal Negotiator:

The Definitive Program for Serious Deal Makers

Arguably the one skill today’s leaders must possess is the ability to get other people to agree with them. Most assuredly in any undertaking of significance, whether personal or business related, knowing how to get others to accept your point of view while seeing themselves as winners is crucial to your success, if not the prosperity of your organization. Indeed, one cannot ever expect to ascend the corporate ladder without a sound grasp of the fundamental negotiating principles and nuances or without the knowledge and skills to emulate those who consistently do it well.

This comprehensive program on the art and process of successful negotiating is the creation of Dr. Jim Murray who has been researching, teaching and practicing this time-honored craft over the course of four decades. Hundreds of thousands of people from all walks of life and professional callings have benefited from his unique, street-savvy insights, acclaimed expertise and direct, hands-on experiences in virtually every conceivable negotiating arena.

Dr. Murray’s accomplishments at the bargaining table run the gamut from commercial transactions and collective bargaining to corporate acquisitions and international diplomacy, from training hostage negotiators and professional mediators to mentoring corporate CEOs, counselling big-league sports organizations and advising parents on the subtle art of dealing with troublesome teens. He has authored three best-selling books on negotiating, conflict resolution and influencing difficult people and been nationally honoured for his effectiveness in the classroom.

Now, for the first time, he has created an intensive, universally practical and highly interactive residential learning experience for those who are dead serious about wanting to develop their skills beyond mere competence. Realizing that your personal, professional and organizational potential depend on this critical skill, the primary objective of The Optimal Negotiator is to show you the way towards mastery. 

WHO SHOULD ATTEND:
Negotiating is a delicate mix of art and science, of style and substance. It prizes intuition as highly as intellect, common sense as much as the hard numbers. It requires emotional detachment, an understanding of the critical importance of process and a high aspiration level. It can be a game of power, real as well as imagined. While some people know how to play the game masterfully, others only dimly understand it.

How would you assess your capabilities as a negotiator? Especially, as Dr. Murray advises, "it is the one skill that can immeasurably enhance the quality and meaning of your life as well as the lives of those significant people on whom you depend for your happiness." Many understand the process intellectually but precious few are entirely comfortable in its execution or in their ability to consistently "optimize" deals.

If you seek a higher comfort and confidence level in your ability to get others to agree with your position, whatever that might be, or if you aspire to mastery, then this residential learning experience was designed with YOU in mind. 

WHAT PRIOR ATTENDEES HAVE TO SAY:
The best promotion we can think of is direct word-of-mouth testimonials from those who have previously attended this particular executive development program. Here is what this past year’s participants have to say about their learning experience:

  • "I have negotiated many transactions in my career and this course is definitely good value." – H.A.
  • "Provided a framework for me to recognize ‘subtle’ negotiating situations." – V.F.
  • "Made the negotiating process less intimidating to me." – M.B.
  • "I can now negotiate with less fear and more confidence in the process." – A.R.
  • "I look forward to my next course with you. Thanks for your personal touch." – L.N.
  • "Has shown me insight into my hot buttons and to think more on my feet." – B.G.
  • "Given me insight into looking at situations differently: outside my perceived constraints." – K.R.
  • "This program will improve my chances of a successful outcome." – R.P.
  • "This program will change my life going forward, across the board." – M.L.
  • "I can now teach my partners how to generate more fees and better terms in our business." – B.F.
  • "This course should pay for itself next week." – R.B.

THE BENEFITS OF ATTENDING
This course addresses the role, skills and attributes of the optimal negotiator in a practical, insightful manner. Upon completion, you will be much better prepared to:

  • Enter into any negotiation with greater comfort, confidence and competence;
  • Remain focussed on achieving your objectives regardless of the pressures or challenges;
  • Project a powerful, credible and controlled presence at the bargaining table;
  • Engage others in co-operative problem solving aimed at mutual profit improvement;
  • Not become the unwitting victim of the tactics and ploys used by others;
  • Utilize savvy advice and insights to enhance your communications in cross-cultural encounters;
  • Embrace negotiating as an attitude and critical life skill that will result in greater happiness, prosperity and success, however defined;
  • Satisfy your personal, professional and organizational needs, change attitudes and improve relationships, and influence decisions that can potentially influence your lifestyle.

THE CURRICULUM
The program commences on Sunday evening at 5:30 p.m. sharp and concludes on Wednesday at 3:00 p.m. Evening activities include team assignments and preparation for simulations as well as opportunities for networking and attitude adjustment. Daily sessions run from 8:30 a.m. until 6:00 p.m. The format is practical and highly interactive. Emphasis is placed on participation and "learning by doing." Some attention is given to personal coaching and feedback where the attendee is receptive. Participants are encouraged to share their negotiating issues and challenges in confidence. Attendees will be expected to complete some tasks (contained in a Pre-Course Workbook) prior to arrival. The instructor is receptive to and encouraging of attendees adding their own topics or questions of interest to the program outline below. Additional subjects are covered in supplemental notes and program resource materials.

  • The Conceptual Framework for Consistently Achieving Win-Win Outcomes
    The importance of your negotiating philosophy. Dissecting the Negotiating Jig-Saw Puzzle. Why we think we negotiate and why we actually do. The limitations of technically proficient and highly rational negotiators. Distinguishing content from process. Core needs: getting others to rationalize the outcome. Turning 80/20 outcomes into 80/80 deals: making losers feel like winners. Needs that drive the numbers: what negotiators really want. How to disguise and how to discover critical information.
  • Tactic Recognition and Response
    The negotiating spectrum; engineering a climate conducive achieving to your objectives. Gradient stress: getting people to see it your way. Classic stress (W/L) tactics. Reasonable vs. realistic opening. Conveying a strong bargaining posture. Tactic identification and appropriate counters. Emotional ploys. The power of aspiration level and objectivity. When Win/Lose works. The rudiments of Win/Win negotiating. How (and why) to use Win/Lose tactics in a Win/Win way. Understanding consequences and creating opponents of choice. Walking the talk when it comes to being a Win/Win negotiator.
  • Behavioural Patterns and Cross-cultural Differences in Negotiating Styles
    Gender differences and tendencies in negotiating: strengths and weaknesses. Cultural chauvinism and empathy: diagnosing ethnic differences. Common pitfalls: language, proxemics, gestures and stereotypes. Negotiating globally: lessons and tips (do’s & don’ts). Profiling Asian, Arab and North American negotiating styles. The cultural weaknesses and sins of Canadian negotiators. Negotiating with the Chinese: tactical insights. Building strategic negotiator profiles for insight and competitive advantage. Understanding and typecasting personality differences. Achieving behavioural insight and sensitivity through neuro-linguistic programing analysis.
  • The Negotiating Process Simplified and Explained
    Stages, key ingredients and rituals. Preparation: how to organize for optimal results. Setting objectives and distinguishing essentials from expendables. How to open: social amenities and agenda setting. How to respond to an opening. Achieving instant alignment, "connection" and rapport by design. Presenting (selling) for impact. Recognizing intentional and unintended signals. Overcoming resistance and dealing with objections. How to propose and package. Bargaining nuances and manouvres. Closing and reaching agreement: how and when. Evaluating and learning from your performance.
  • Principles of Time and Timing
    Distinguishing the event from the process, dealing with (and using) deadlines, the importance of acceptance time and handling the pressures of the 11th hour. The meaning of "no" in a negotiation. When (and how) to say "no."
  • Power: Accumulating and Sustaining Negotiating Leverage
    Myths and fallacies about power. Developing personal leverage: rational presence and psychological influence. Managing the power equation. Diagnosing the power of others. How to increase your power and when you need to decrease it. Enhancing your power at the bargaining table.
  • The People Puzzle: Using Human Behaviour to Advantage
    Seeing "price" as a point of view. Perception-reaction dynamic: influencing desired behaviours. Negative and positive interaction cycles. Perceptual barriers. Masking, ego defense and role playing. Mechanisms for self-control. Functions and dysfunctions of conflict. Recognizing the signals of escalating conflict. Creating defensive and supportive negotiating climates when needed.
  • Essential (and Powerful) Communication Skills
    The importance of questioning. Acquiring sensitive information. Phrasing to induce desired perceptions. Active listening for critical information: challenges, key skills and the 90:10 rules. The power of non-directive responses. Translation and "hypnosis" in negotiating. Reflection and deflection. Deciphering the language of hidden meanings. Understanding and using non-verbal cues. How to detect outright lies and deceit. Smart alternatives to lying. Altering your communication ratios for success.
  • Becoming an Inventive Negotiator
    The power of creativity: how to change the shape of any deal. The symbiotic relationship between price and the terms. Leveraging as buyer and seller. Negotiating the future. Applying the problem-solving mode to break impasse. Assessing appropriate strategic and tactical responses.
  • Working and Negotiating in Teams
    Individual vs. team: strengths and limitations. When and how to use a team. Determining appropriate team size, roles and responsibilities. Optimizing your team’s strengths. Planning and working as a team: a practicuum. Tactic recognition and response. Debrief/analysis and assessment of individual and team performances.
  • Optimal Negotiator Fundamentals and Attributes
    Essentials of a good strategy. The difference between theory and reality. The things you never do. Attributes that define consistently successful (i.e., "optimal") negotiators. The pros speak: critical skill sets and thought processes of winning negotiators. The conceptual framework summarized. Closing thoughts and recognition presentations. Achieving mastery – where to from here?

For registration information, see Dates and Places.