How To Get What You Want Through Negotiation
From buying a car to making a million dollar corporate purchasing decision, the skills are the same. This program teaches you to be comfortable in any of these emotional and ‘nerve wracking’ situations.
I. Understanding a negotiation
II. Anatomy of a negotiation
A. Content
B. Technique
C. Outcome
III. The power of leverage
A. Happy to have
B. If only I could have
C. “Gotta” have
IV. Negotiate with yourself first
A. Learn your negotiating strengths
B. Why you are different than any other negotiator
V. Understand the negotiation process
A. Your position vs. their position
B. Your interests vs. their interests
VI. Develop your own negotiation agenda
A. Power
B. Information
C. Time
VII. Negotiate as a team
VIII. The Four W’s of your negotiation
A. who
B. what
C. when
D. where
IX. What to do once the negotiating begins
X. Avoiding some of the dirty tricks
A. Tactics
B. Problems
C. Styles
D. Tools
Back to Breakout Titles
Mike does much more than present one-of-a-kind keynote speeches - he provides fun and fact filled breakout sessions as well as dynamic training programs for numerous organizations like Marriott, Disney, Harley-Davidson and even the U.S. Army. 
