Keynote Topics

Partners, Proposals, and Prevarication

CONTENT:  To be the ultimate negotiator you need to be able to tell the difference between fact and fiction.  People lie when they negotiate.  They exaggerate their strengths, conceal their weaknesses, and omit pertinent facts in an effort to get a better deal.  Andy Boughton discusses how to use behavioral psychology with contemporary negotiation strategy to help you get the TRUTH!  Topics include:

  • Different styles of negotiation
    • Auctions
    • Hardbargaining
    • Concession Trading
    • Win Win
    • High Dependency
  • The Autonomic Nervous System and conflict
  • Deception Detection techniques
    • Verbal slips
    • Emblematic slips
    • Micro expressions

For more information click here -> Partners, Proposals, and Prevarication

 

 

The Ultimate Negotiation Strategy

CONTENT:  Andy discusses strategic planning for large scale negotiation initiatives including, price increases, commercial terms, acquisitions, divestitures, multi-party negotiations, joint ventures, strategic alliances.  Below is an overview of a phased price increase

For more information click here -> The Ultimate Negotiation Strategy

 

 

 

Negotiating With your Partners

Everybody says they collaborate with their accounts and suppliers.  More often then not, their behaviors are preventing them from unlocking incremental value.

CONTENT:  Andy explores the 9 most common mistakes negotiators make when trying to collaborate with their accounts, vendors, and business partners.  Topics include:

  • Creating incremental value through negotiation
  • Aligning your behaviors and actions to your strategy
  • How to say “No” while strengthening the relationship
  • Cultivating trust
  • Setting the right tone and climate
  • Effective questioning to unlock information
  • Creating Conditional trades
  • Information sharing and gathering
  • Managing expectations

For more information click here ->Negotiating With your Partners