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The Art of Negotiating for Tribal Leaders
and Managers




Get your HR certificate and upgrade your credentials. This class can be counted toward the maintenance of your Indian Country Human Resource Certification. Click here or call 1-800-992-4489 for details.


As tribal leaders you negotiate every day — whether you’re aware of it or not. When you’re seeking funding for tribal programs, working with federal/state governments on initiatives or responding to employees’ requests for pay increases, you’re negotiating. Sometimes you win; sometimes you lose; and sometimes both parties gain something.

Falmouth Institute has years of experience assisting tribes in IDC proposal negotiations with the National Business Center. Attend this new class and explore the art and techniques of negotiation with our expert instructor. Using the bestseller, The Negotiating Game, by Dr. Chester L. Karrass, the chairman of the largest negotiating training company in the world, you’ll develop a firm understanding of the negotiating process — from developing your objectives to making concessions to getting desired results. Through tribal specific hands-on exercises, you’ll learn how to put the skills learned to work for you.

Many employees of the federal government, state governments and businesses have been trained in negotiating skills. Don’t let them have the advantage. Make sure that you too are trained, so that it’s an even playing field at the negotiation table.

You have more power than you think in negotiations. Learn how to use that power to your advantage.

T O P I C S   I N C L U D E
Negotiation
  • What is “negotiation?”
  • When is it used?
  • Traits of good negotiators
Preparation
  • Positions and interests
  • Defining stakeholder interests
  • Developing starting and fallback positions
  • Understanding the issue or problem
Bargaining Process
  • Aspiration level
  • Goal setting
  • Power
  • Persuasion
  • Other aspects
  • Roles
  • Needs, goals and action
  • The anatomy of negotiation
  • The Expected-Satisfaction Theory
A Practical Program for Better Performance
  • Strategy
  • Tactics, deadlock and countermeasures:
    • Give a little, get a lot
    • The salami approach
    • Good guy – bad guy
    • Trial balloon
    • Bringing a listener
  • The successful manager negotiates
  • Love, honor and negotiate
  • Organize to win your objectives
  • The wheel of negotiation
Mock Negotiations
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