Systematic approach to successful negotiations: How to find out what the other side really wants

Jeff Cochran, Principal/Master Facilitator, Shapiro Negotiations Institute

Tuesday | March 14th | 10a.m. CST

SAMA Focus Area

Negotiation skills, joint solutions development, co-creation & reaching agreement, communication & influence skills, interpersonal relationship skills

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This webinar requires extensive participant interaction, as it includes conducting a live real-time negotiation. SNI's systematic approach to negotiations is made up of three Ps: Prepare, Probe and Propose. This webinar serves as an introduction to the "3Ps" and specifically digs into the second "P," Probing. Following the webinar, participants will take away a habit and tool to ask better questions in order to get beyond the other side's position and onto their needs and interests. Ultimately, this will allow participants to increase the likelihood of coming up with solutions that maximize their share while satisfying the other side.


$99.00 - SAMA Individual Members

$169.00 - SAMA Non-members (This $169 can be applied toward your $450 membership fee if you join SAMA.)

Free - SAMA Corporate Member Companies (They have access to all live and on-demand webinars.)

Presenter Information

LaVon Koerner

Jeff Cochran has coached and trained groups within organizations from 45 minutes to three days in length. His audience size has ranged from five executives around a boardroom table to 1000 people in an auditorium. And, he has done all of this in 6 continents across all industries. A few sample clients include Verizon, PwC, Chicago Bears, Bristol Myers Squibb, ESPN, Corporate Executive Board, TEKsystems, and Tony Robbins.

Registration for this webinar is now closed

If you would like information on obtaining an audio file of the event, please contact Erin Pallesen

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