» How to achieve your goals while convincing the other person their expectations were met.


"Let us never negotiate out of fear - but let us never fear to negotiate"
The sage words of the late John F. Kennedy.

There have been many books written on and courses conducted in the subject of Ad agency and PR agency negotiation.  Most deal with how to counter and employ one's own tactics.

The unique difference of Louws workshop, "Tactical Negotiations™", is that agency executives will also learn how to face up to a tactic, know how to handle the top 75 tactics most used in any type of negotiating, all within the context of their own business.

» Learn the secrets to handling the top 75 most used tactics in the business of negotiating;

» How to get the other party feeling obligated to your success;

» Building a case that's ironclad and persuasively positions why you should get what you're  asking for.

Louws Management Corporation will perform a preliminary study of your businesses unique context. At the end of this preliminary study, your agency will have a workshop geared to address those situations most often experienced by your employees, within their negotiations.

» Pre-Negotiation:
› Establishing firm and practical guidelines to plan and prepare for negotiations;
› Clearly establishing a firm position and strategic steps for the negotiation;
› Deciding one's fallback positions;
› Calculating the other's positioning and fallback positions;
› Planning for and rehearsing the other's tactics.

» The Actual Negotiation:
› Improve a negotiator's ability to deal with emotional and psychological stress;
› Being able to appear non-committal in highly tense situations;
› Reading the other's real agenda and position;
› Understanding how to read the "bluff" and techniques for addressing this<;
› Learn to address and deal with deadlocks;
› Review the practical tools and behavioral secrets of the "tactician";
› Learn how to get a buyer to "play fair" even in a buyer's market;
› Discover the art of getting a concession for each one you give.

» The Post Negotiation:
› How to deal with the "deal" breakers after the fact;
› Techniques to probing and finding the other's real positions;
› How to keep the negotiation going even after it appears to be over;
› Techniques to dealing with the "stall";
› Techniques to dealing with the "bluff";
› How to deal with the "nitty gritty" after the "big stuff" has been negotiated;
› Dealing with the final terms in a buyer's market.

» Questions and Objections:
› How not to handle;
› Techniques that satisfy the questioner;
› Techniques for thinking quickly on one's feet;
› Techniques for turning negatives into positives;
› How to maintain credibility and poise even when being challenged to give more;
› Keeping the peace.

Essentially we help participants work towards becoming effective Tacticians, whose objective is a long-term mutual gain. Our closest analogy to the game of negotiating would be Chess, a game of wit, strategy and finesse.

Contact Louws about this workshop.

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