Constructive Negotiation:
Building Agreements That Work

Whether you are negotiating with colleagues, suppliers, customers, or business partners, it is critical to understand and use negotiation as a tool to find the best results for all parties. Successful negotiators recognize the value of analyzing the level of power, trust, and relationship importance in any negotiation before deciding on their tactical approach. They also understand how to manage a negotiation through its several phases, using the appropriate tactics and behaviors during each phase. They are skillful in identifying their own needs and options for fulfilling them as well as the needs of other parties. These successful negotiators discover the underlying needs of other parties. They use a creative approach to finding a fair exchange that is high in value and low in cost.

Using the metaphor of designing and constructing a building, Constructive Negotiation™ offers you a positive, productive way of thinking about, planning for, and implementing any negotiation, ranging from friendly to tough. During the course, you will work on your own upcoming negotiation situations, gaining the confidence and skills needed to be a successful and constructive negotiator.


For more information on Constructive Negotiation™, click here.

Constructive Negotiation™ is a copyrighted program of Barnes & Conti Associates, Inc.

What our clients say:

“I now have a new tool to work with that will help me in my job in dealing with others... I have more options than I thought I have—thus motivating me to employ the constructive negotiation skills provided in this sessions.”

—Manager, National Managed Care Provider

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Program Objectives:

As a participant, you will be able to:

  • Analyze the process of a negotiation, know the milestones toward achieving agreement, and manage the process effectively
  • Identify important underlying needs for all parties and develop options for meeting them
  • Choose appropriate behavioral tactics in any negotiation, formal or informal
  • Move others toward a more constructive approach while in an adversarial negotiation
  • Create strong, lasting, mutually beneficial agreements that meet the needs of all parties and build a negotiating relationship for the future
  • Prepare for an important, upcoming negotiation.
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