The SyNergotiator
Negotiation is a core leadership capability.
Every professional negotiates daily with clients, partners, colleagues, and stakeholders.
Yet most negotiations fall short due to inadequate preparation, misreading the other side, unclear leverage, or weak closing discipline.
ONE DAY SYNERGETIC NEGOTIATIONS is a live, in-person program that replaces ad-hoc negotiating with a structured, repeatable process that delivers stronger results while preserving long-term relationships.
SYNERGETIC structures negotiation with ten best practices that guide behavior, decision-making, and execution.
S.Y.N.E.R.G.E.T.I.C. serves as a simple mnemonic, with each letter representing a step in the negotiation process.
PREPARATION
1. S = SMART Goals that ALIGN with organizational strategy and objectives.
- Learn the other side's strategy and identify common grounds and directions.
2. Y = Your and others’ negotiating styles, skills, reputation, and approaches to resolving issues of involved teams.
- Understand the Negotiating Profiles and psychology of the negotiating sides.
3. N = Norms and Standards.
- Being aware of standards and norms within the environment and industry where negotiations take place.
4. E = Exchange Glasses.
- Evaluating the view, SMART goals, and understanding of the situation from the other side.
5. R = Relationships.
- Identifying the envisioned relationship. In most cases, long-term mutually beneficial partnerships.
6. G = Growing your Leverage: The BATNA options.
- Building a strong negotiating position by developing your own BATNA. (Best Alternative to a Negotiating Agreement).
- Also: Appreciating the other side’s BATNA.
7. E = Establish Readiness
- Ensure that all preparation parameters needed are in place before starting the negotiation process.
- TRANSACTING – AT THE TABLE.
8. T = Transaction Methodology.
- Deciding on the “who, how, when, and what” elements of information and interests will be exchanged.
- Understanding the basic 4 Cs: connect, convey, convince, close
- Using the P.A.R.I.S. Questioning framework: personal, advancing, rhetorical, inquisitive, structured
9. I = Inventing Tactics.
- “Inventing / Initiating / Responding / Dealing with” tactics that will be utilized to drive openings and concessions.
- Understanding the “tips and tricks” of dealing with the other side’s tactics.
- CLOSING.
10. C = CLOSING.
Tactics and timing for closing deals with SMART objectives.
Participant Outcomes - Participants leave able to:
- Prepare Negotiations Systematically
- Adapt to Styles, Power Dynamics, and Context
- Build Value Beyond Price
- Manage Concessions Deliberately
- Close Agreements Aligned With Business Strategy
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