Best Negotiating Practices®
FRAMEWORK for NEGOTIATIONS
The Watershed Way
A structured, repeatable approach to deliver consistent, measurable negotiation outcomes.
Rooted in our proprietary The Watershed Way Framework and our Best Negotiating Practices®, this workshop teaches the ongoing cycle of negotiation and relationship-building. This time-tested approach has been embraced by some of the world’s leading negotiators to drive exceptional outcomes time and again.
Predictable Results
Collaborative Emphasis
Adaptable Framework
Works for new or seasoned negotiators, with real-world applications
Learning Objectives
- Understand Interests vs. Positions
- Define MDOs, LAAs, BATNAs, ZOPA, Negotiation Envelopes
- Build negotiating plans (research, analysis, creative concessions)
- Defend against common tactics while sustaining relationships
Who Should Attend?
- Negotiators at any level seeking a methodical approach
- Teams wanting repeatable successes in internal/external negotiations
- Anyone looking to move beyond ad hoc bargaining
Workshop Highlights
Core
Content
Discussion of first principles (MDOs, LAAs, BATNAs, etc.)
Positions vs. Interests, Persuasion vs. Negotiation
Overview of The Watershed Way & 5 stages
Discussion of Best Negotiating Practices
Defending Against Common Tactics
Exercises & Role Plays
Tales From The Trenches: real negotiations your team faced
Paired/team-based role plays
Individual plans for upcoming deals
Formats & Duration
- On-Premise: 1–2 days
- Virtual: 2–3 Zoom sessions
90% of our Clients Return for Additional Programs — Discover Why.
Bring Structure to Your Negotiations
Complete the form to discover how Framework for Negotiations: The Watershed Way can transform your deals.