...It was the best training I think we have had in a long time. It was a good balance between theory and practice.
Overview of Best Negotiating Practices
wa·ter·shed (noun) A critical point, event, or activity that marks a division or a change of course; a turning point.
Based in Washington, D.C., USA, Watershed Associates, Inc. provides consultative training in negotiation skills worldwide. Consultative training blends traditional consulting assessment and advice with the delivery of dynamic and results-oriented negotiation training.
Consultative Training
Our consultative training involves three primary components:
Best Negotiating Practices, a set of skills, behaviors and strategies that move you from fundamental understanding, to proficiency, to mastery in negotiations
Five step collaborative negotiating framework that ensures predictable, repeatable results as you build strong relationships
Prepare
- Explore value
- Define scope
- Identify and research stakeholders
- Develop fact base
- Analyze information & situation
- Begin to understand interests
- Define Most Desired Outcomes, Goals & Least Acceptables
- Identify alternate solutions
Exchange
- Discover and create value
- Exchange information
- Build rapport & trust
- Assess interests
- Probe for understanding
- Assess competency
- Validate assumptions
- Explore options
- Align goals
- Agree on agenda
Bargain
- Create and distribute value
- Communicate
- Make opening proposals
- Handle objections
- Probe
- Make and manage concessions
- Give and take
- Explore options
- Summarize often
Conclude
- Capture value
- Final summarization
- Gain commitment
- Finalize agreement
- Thank them
Execute
- Expand value
- Implement solution
- Ensure compliance
- Manage changes
- Strengthen relationship
- Maintain trust
Practical Application: Expert practitioners versed in cutting-edge academic thinking and research on negotiation process, strategy and behaviors translate this body of knowledge into practical application to help resolve your complex business needs.
Tailored Negotiation Training and Advice: Advice on negotiation strategy and workshop content are targeted to the competitive environment and industry in which you operate and the real world negotiation challenges you face.
Participant Centered: Our use of adult education techniques ensures that participants leave with the tools, confidence and talent to use negotiating skills more effectively and efficiently.
Distinguishing Characteristics
Much more than a negotiation training provider, Watershed Associates is distinguished by its range of negotiation expertise and how we deliver our negotiation services. Since 1993 Watershed Associates has provided consultative training for sales negotiation, procurement, project management, and operations throughout a multitude of industries. We have delivered thousands of interacti
ve negotiation workshops, keynotes, and consulting services on essentially every continent to hundreds of organizations, from the Fortune Global 1000 to start-ups, from government agencies to associations and non-government organizations (NGOs).
Watershed Associates builds relationships with clients the same way we help clients build relationships with customers, vendors, partners, and all business connections – with integrity and substance. To help you exceed your organizational goals, we profoundly impact every participant’s negotiation skills in such a way that they create their own watershed.
Best Negotiating Practices, a set of skills, behaviors and strategies that move you from fundamental understanding, to proficiency, to mastery in negotiations.
