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                              Tailored Negotiation Training

                              Best Negotiating Practices® Program

                              Your participants will reach a watershed moment – the turning point from which their negotiations will never be the same

                              Watershed’s training challenges habitual approaches with skill development that changes behaviors and improves negotiated results

                              Why Watershed?

                              No Negotiation is the Same, and Neither are Learning Environments

                              Starting with a base curriculum market-tested across the Global 1000

                              Delivery that transfers hard and soft skills aligned with how adults learn

                              Respecting your team’s current negotiation skills and experience

                              Trainings are tailored to target your team’s real world negotiation challenges, counterparts, missed opportunities and market pressures

                              Expert Negotiators Deliver Practical Learning

                              Facilitators are seasoned negotiators passionate about negotiating

                              With cross-industry experience and hundreds of negotiated agreements to their credit, our faciliators don’t just teach; they enthusiastically engage, empowering participants to challenge the ideas and discover more impactful negotiation behaviors and strategies. Beyond the experience we bring, before leading a workshop our team talks with your leaders, learns your business and comes prepared to relate the learning to your negotiating environment.

                              Skills and Resources for Sustainable Success

                              Delivering insights on the psychology that drives negotiators’ behaviors, allowing participants to discuss and apply the ideas to their own pressing issues, counterparts, stakeholders and objectives

                              Helping ensure negoitation becomes a core competency in your organization

                              With eTools, free online learning, our NeedHelpNow Advice service, and ROI toolkit, your team is supported long after a workshop ends

                              How to Make this Happen?

                              Consider the training formats and offerings from foundation to advanced

                              Check out the practical nature of our content in our online Negotiator’s Learning Center

                              Start a conversation as to how we can suport your negotiators

                              If there’s a good fit, we’ll propose a format and approach to match your objectives, making the process as easy as possible for you

                              Best Negotiating Practices® Learning Formats

                              Learn how we can serve your sales, procurement, project management, mixed function, and government teams.
                              Delivered in English and Spanish

                              Foundation Negotiation Workshop

                              The flagship workshop of the Best Negotiating Practices Program, "Create and Capture Value as You Negotiate," explores the fundamentals of negotiation process and strategy for business practitioners of all professions. Talented negotiators outpace their colleagues and competitors in business and in life because they build relationships that bring desired results. Watershed Associates researches your industry and interviews your team, developing negotiation case studies to address your challenges.

                              Who Should Attend?

                              The foundational workshop is designed for all professional functions.

                              Flexible Formats

                              Varying lengths (from 3 days to a 1?2 day) and timing aligned with your needs.

                              Participant-Centered Engagement

                              Training focuses on engaging participants through a variety of methods including: facilitated discussions, practical and relatable examples, role plays, creation of a company-specific concessions list, Hollywood movie clips debriefed, planning company-specific live negotiations, recaptured learning, and goal setting.

                              Role Plays
                              Brainstorming
                              Planning
                              Movie Clips
                              Review
                              Goal Setting
                              Skills Developed

                              Participants are introduced to the framework for negotiating. They overcome any reluctance to negotiate as they engage in exercises and role plays that demonstrate how to solve a party's interests rather than confront their position, and how to engage in bargaining that achieves creative solutions.

                              Key modules are bargaining, preparation, and information exchange and validation, with a focus on the most critical Best Negotiating Practices?. We also focus on the relevance of common tactics to collaborative negotiations – how to recognize them, when it is appropriate to use them, and how to defend against them. Participants are guided in their practice of planning, probing, and development of creative concessions.

                              A selection of optional modules that best meet the client’s needs, such as email and phone negotiations, cross-cultural negotiations, dealing with difficult, emotional and hostile negotiators, team negotiations, sources of power, internal negotiation for scarce resources, and negotiating styles assessment can be substituted in the workshop curriculum.

                              Continuous Learning

                              Job aids, e-tools, 3 months coaching for individuals and teams, ROI toolkit —
                              We support your learners’ continuous learning at their pace, designed to meet your goals.

                              Advanced Negotiation Workshop

                              Excellence in Negotiating + Applied (EIN+A) is an advanced negotiation workshop that focuses on application of negotiation strategies to your business. Confident and experienced negotiators have the opportunity to tackle negotiating strategies in complex situations and connect them to their work. Your negotiators become more strategic, and team leaders become more effective mentors and coaches. The approaches we use support enduring behavioral changes that strengthen your team’s competitive edge and ability to capture more value in their negotiations.

                              Who Should Attend?

                              Ideal participants have taken at least two days of negotiation coursework and have five or more years of on-the-job negotiating experience.

                              Flexible Formats

                              Varying lengths (from 2 to 3 days) and timing aligned with your needs).

                              Participant-Centered Engagement

                              Adding to the best practices in adult learning used in the foundation workshop, participants complete a pre-work live negotiation plan and bargaining styles self-assessment that fully connects the learning to their daily work and behaviors. With smaller groups and 3-day lengths, we also use video debrief of role playing to deepen participants’ reflection and insights, growing their negotiation competence.

                              Role Plays
                              Brainstorming
                              Movie Clips
                              Review
                              Goal Setting
                              Behavioral Coaching
                              Case Study
                              Planning Strategically
                              Video Coaching
                              Skills Developed

                              Designed with maximum flexibility of the content to meet your group’s business goals, negotiation challenges, class size, time commitment and budget. Participants typically submit pre-work, and experience an interactive refresher, strategic negotiation planning, behavioral coaching using role play, and live case study application. Specialty topics (hyperlink) are selected based on each group’s needs.

                              Continuous Learning

                              Participants receive Watershed’s Negotiator’s Field Guide and other job aids. The Field Guide is also available for system licensing and individual tablet download. Post-workshop support is available in the form of webinars, plan reviews, deal coaching, and individual and team coaching.

                              Specialty Topics

                              Optional modules that can be added to multi-day workshops or as stand-alone keynotes, webinars and refreshers. We address your team’s on the job challenges, industry, and market pressures.

                              What Challenges Do Your Negotiators Face?
                              Situation Awareness: 5 Negotiation Strategies
                              Legal Considerations in Negotiations
                              Strategic Preparation
                              Intra-Organizational Negotiations
                              Stakeholder Analysis
                              Ethics Guidelines for Win-Win Negotiating
                              Ethics Guidelines for Lawyers Negotiating
                              Recognize and Defend Hardnose Tactics
                              Strategies to Overcome Impasse
                              Dynamics of Opening Offers
                              Engaging in Difficult Conversations
                              Intro to Bargaining Across Cultures
                              Defense Against Backdoor Selling
                              Negotiator as Persuader
                              Sales Role: Messenger vs. Negotiator
                              Four Tools of Influence
                              Response to "Best Price” Requests
                              Managing Emotions as You Negotiate
                              Body Language in Negotiations
                              eNegotiating: Email, Webconf, and Phone
                              Quick-Prep for Non-Strategic Deals
                              Team Dynamics in Negotiations
                              Renegotiations
                              Gaining and Leveraging Power
                              Bargaining Styles and Self-Assessment
                              How Sales Approaches Negotiations
                              Single and Sole Source Negotiations
                              How Procurement Approaches Negotiations
                              The Truth about Lying in Negotiations
                              Power Words in Negotiation
                              Dealing with Irrational, Hardnose, and Difficult Negotiators
                              Apologies and Appreciation in Negotiations
                              Negotiating with Governments

                              Keynotes

                              Watershed's expert negotiators inspire your audience to negotiate more effectively.

                              From general sessions to keynotes on negotiations, conference and meeting participants want the tools for conducting effective and efficient negotiations, and we deliver. Watershed’s Best Negotiating Practices? conference sessions inspire even the reluctant to use the negotiating process to develop trust and reach mutually beneficial agreements, with a safe environment to practice new negotiation skills.

                              Motivate seasoned negotiators to adopt more productive behaviors
                              Inspire reluctant negotiators to bargain with confidence
                              Tackle your team’s negotiation pain points
                              Why Meeting Planners Choose Watershed Speakers
                              Audiences are inspired by our high-energy presentations filled with stories they can relate to in their business and personal lives.
                              Participants retain what they learn from entertaining presentation, potent film clips, demonstration and quick practice, with a good dose of laughter.
                              Our speakers are negotiation experts with public speaking talent.
                              Clients love our specialty topics on negotiations and what we design for them.
                              Our speakers interact with the audience to establish rapport, engage them in skill building and leave them with take-away value.

                              Coaching

                              Watershed coaches negotiators in the workshops and beyond!

                              Developmental Coaching builds on your negotiators’ strengths.

                              Improves strategies with counterparts
                              Establishes goals and targets behaviors
                              Includes Check-ins to sustain progress toward goals
                              Teams: we work with your team to develop a strategy for specific critical negotiations
                              Individual: in private settings (by phone, web-meetings and in-person) we coach executives, key negotiators and those challenged with specific negotiation skill development
                              Tools: we provide the tools for your leaders to coach their teams

                              Recommended that negotiators participate in the Best Negotiating Practices? workshop before undergoing private negotiating coaching by Watershed. Our experience has proven this to be a more effective path to improve negotiation skills and develop strategies.

                              Virtual Training

                              Virtual training can be effective to meet business constraints
                              When travel is limited or budgets are cut
                              To reach geographically dispersed audiences
                              For groups with limited time for full-day workshops
                              Zoom Video platform available to all attendees
                              Live Virtual Training

                              Interactive Workshops are available in live virtual classrooms

                              Engaging delivery with participants on video
                              Constant interaction in live discussion, polls, whiteboarding, chats, film clips and virtual breakouts
                              Session lengths and times scheduled to meet your teams’ needs
                              Webinars

                              Designed to meet the needs of a specific company, agency or organization, the Best Negotiating Practices? webinars delve deep into critical skill areas and focused topics of unique interest to your negotiators.

                              To refresh class-room learning and skills
                              For deep exploration of the nuances around a negotiation topic and strategy
                              For broadcasting learning to larger groups with polls, surveys and chat activities
                              Zoom Video
                              Live
                              On Demand
                              eTools

                              How to Get in Touch with Watershed Associates

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