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Getting to Yes

Quick Overview

Superior negotiation and persuasion skills make all the difference in your prosperity and quality of life. Getting to Yes is four days of rehearsal in the Harvard Principle of negotiating agreements without compromising friendship.

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Excl. Tax: €330.58 Incl. Tax: €400.00

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Excl. Tax: €330.58 Incl. Tax: €400.00

Details

Traditional negotiation was a battle of wills and a clash of tactics. Debate and argument injures and alienates. The ‘old school’ method begins with a story: A man who gets caught in a winter storm spies a bear cave in the forest. The man is cold and the bear is hungry. Later that day the bear is no longer hungry and the man is no longer cold. In other words, somebody had to lose.

Typical win-lose methods require the destruction of one side. Traditional negotiating tactics have led to countless battles between people, from hostile divorces and broken businesses, to persecution and wars.

The Getting to Yes training provides you with an intelligent alternative. You can stop the madness by finding common ground and winning people over to mutually satisfying outcomes that develop ever increasing value. 

Our approach is based on the discoveries of game theorists like John Nash (A Beautiful Mind) who created mathematical models to create alternative scenarios. The math is complex, but anyone can easily learn to win a friend and create an outcome that works for everyone.

Historically, Kennedy and Khrushchev played zero sum (lose-lose) games. They brought the world to the brink of nuclear annihilation. More recently Reagan and Gorbachov used a more enlightened form of negotiation to bring down the Berlin Wall and end the cold war. Your negotiations might not be that critical. But your life will go much better when you learn to get what you want by getting others what they want.

Superior strategy is the key that opens the mind. Forget about old-fashioned tricks and techniques that force strained agreements. Those tactics achieve short-term settlements, but cost you loyal clients. Our unique role-play and inner theater approach lets you “learn by doing.”

We laugh, we learn, and we gain amazing new skills for winning friends and resolving conflicts. Years from now you will look back on this course as a major turning point in your career—the point from which your projects began to bear fruit and the money began to flow. You will also remember this experience as one of the most fun things you have done in your entire life.

When people use soft negotiation and bargaining methods, they rarely get their way. But when they resort to hard negotiation tactics, they turn off their clients and damage their own reputations. Compromising between hard and soft only creates confusion and indecision. So we created a third way — respectful negotiation — that combines the Harvard Principle with the Sage Learning Method.

Our approach shows you how to get your way by being strong while earning the respect of the other party. Using the latest breakthroughs in public speaking and stage training, you quickly discover new ways of lighting people up by responding to their genuine curiosity. You will learn to use feedback to recognize the physical indicators of trust. 

A successful negotiation is a circuit. Your job is to move your client through specific stages of acceptance. A baseball diamond makes the perfect metaphor. Home base represents curiosity, which is where the journey begins, and where the transaction achieves completion. You get to first base by creating a genuine connection with your client. To advance to second base you must be able to embrace his or her considerations. Reaching third base comes from closing the deal. You score when you bring your client full circle by bringing them to a new level of curiosity about you and the services you offer.

Every professional requires constant training to stay on top of the game. Just as a professional athlete practices and rehearses every contingency over and over, a professional business player finds the finest coaches possible and dedicates to do what is necessary to achieve high performance. No other professional training even comes close to providing the skills you will master in this course.

By attending this course you will:

• Get the price you want for your services.

• Increase the number of people you serve.

• Leave clients feeling good about doing business with you.

• Win new associates and mentors to develop your career.

• Become aware of new opportunities and partnerships.

• Enhance your prosperity and feeling of aliveness.

• Feel more confident in negotiating with bankers, vendors and clients.

• Resolve old, bitter disputes that have clouded your heart and mind.

There are two kinds of people--those who spend their life thinking it over and those who take action. Just say yes to success.

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