The world of intelligence relies heavily on good negotiating skills. Given that raw intelligence deals with the future and oftentimes unknown, unusual, complicated and uncertain information, it is only natural that there will be resistance as intelligence moves through  the gathering, analytical and processing stages. This difficulty becomes critical when intelligence reaches strategists, planners and policy decision-makers, who are faced with the full impact (cost, time etc.) of accommodating recommendations.

We have found that our Negotiation Enhancement module is significantly helpful in training those involved in the intelligence process in the art of negotiating internal recommendation acceptance/accommodation wherever necessary.

Our 1-day seminar/workshop emphasizes the importance of adequate Preparation, effective Strategies, maintaining Ground Gained & securing Objectives in a timely & cost effective manner.

Negotiation & the Internal Intelligence Sale   

Part # 1: Preparation - Dealing from the High Ground

·          Explore/understand negotiation objectives & bottom line acceptance levels

·          Research/apply knowledge of the playing field

·          Define bottom line objectives

·          Effect and relevance of defined objectives – Why parties to the negotiation should buy in!

·          Know & clearly/correctly/concisely articulate the strengths of the company, product & those of internal partners/alliances

·          Pre-empt potential criticism of known flaws/weaknesses

·          Identify, access, process and utilize available raw intelligence: Research and sustain awareness of changing/evolving industry realities – Client, competitors, products and trends

·          Understand the mind-set & decision-making process of the customer (government)

Part # 2: Negotiation Awareness/Strategies

Enabling tools provided to:

·          Ensure an ongoing focus on objectives - Make every word count!

·          Tactically choose negotiators; open vs closed meetings; venues;

·          Establish the rules of the game – People/time frames/ behavior/language/procedure/seating

·          Collaborate with the negotiation target: The value of concessions & symbolic gestures

·          Deploy Persuasion skills – Collaboration, empathy, acknowledgement & assertiveness

·          Manage Risk – Confidently walking unknown paths! Developing powers of perception

·          Sustain Negotiation Focus: Strategic Communication

Part # 3: Maintaining Ground Gained

·          Ensure buy-in and compatibility levels from all parties to the Negotiation Process

·          Process checks - Secure acceptance every step of the way 

·          Manage conflict, stress and crisis situations efficiently

Part # 4: Securing Achieved Objectives

·          Closing Expertise – Secure unambiguous acceptance by all parties to reached agreement  

·          Establish time lines for necessary further action

·          Establish ground rules for the possible re-emergence of negotiations and/or disputes

For more information about this customized service
Available in English or French
Call (416) 962-6700