Course offerings

The Smart Negotiator!® is trademarked by bc&j solutions and is our flagship workshop.  It is a foolproof, process-based, win-win negotiating program designed to immediately impact workplace negotiations. Why is The Smart Negotiator! so successful? click here.

Workshop Description 

Negotiating permeates every aspect of the workplace and is a highly valued skill critical to success. This workshop focuses on the negotiation process--a process that remains the same whether negotiating staffing resources with a co-worker or multimillion dollar contracts with vendors. Participants learn to respond with the instincts of a negotiator, properly plan and prepare options, avoid common traps and successfully execute the interactive negotiations stage. Learners will gain an understanding of the qualities shared by successful negotiators, the impact of cultural influences on negotiators, and the important difference between persuading and negotiating. Featuring customized industry specific case studies, learners will have the opportunity to practice their skills. The goal of this workshop is to view the world as a negotiator and to learn to talk-think-act like one. The Smart Negotiator! is a foolproof negotiating system, designed to immediately impact both internal and external workplace negotiations and equip participants with the essential tools to make quality deals and develop valuable partnerships. This workshop provides practical rules, steps and how to's for developing those important and effective win-win negotiation skills. 

Learning Objectives (abbreviated) The Smart Negotiator! learns to:

• Distinguish between negotiator and shopper;                                                                   

 • Foster the qualities and instincts of a successful negotiator;
• learn how occupational and educational bias affects negotiation;                          

•  Build customer intimacy and relationships using win-win techniques;
• Understand the lasting negative impact of win-lose deals;                                                

• Develop and execute an effective negotiating plan;
• Properly create and implement an agenda;                                                                       

• Create linkage and manage concessions in constructing an agreement;
• Identify and mitigate negotiations obstacles and avoid traps;                             

• Embrace the significance of listening as an asset and utilize it to identify "drivers";
• Document the negotiation and summarize it as it progresses          

• See the world as a negotiator NOT as a sophisticated shopper. 

Delivery Methodology

Designed to provide maximum transfer of learning, this informative, practical and effective program is instructor-led by an experienced negotiator. The success of the program is derived from minimizing lecture in favor of implementing a series of real-world, practical, customized case studies, some of which are client-specific. Providing learners with important opportunities to practice and master the skills and concepts being introduced, these experiential activities enhance the learning experience yielding behavior change, and ultimately produce higher quality agreements. Debriefing from activities and addressing participant questions are key components of the program. 

Note: This is NOT a passive workshop! To benefit from all that this program has to offer, participants need to engage fully, participate in the exercises and discussions and ask questions. For information about bringing The Smart Negotiator! workshop to your site, including workshop CUSTOMIZATION, FORMATS and SPECIAL BENEFITS  Contact Us.