Our work around negotiation focuses on both the intangible (relationship, or non-financial) and tangible (business and financial) aspects. When individuals are locked in an ongoing negotiation, they usually work toward some shared goal. If during the negotiations, attention is not paid to the relationship, damage to future interactions might occur, and subsequent productivity and sense of achievement might be diminished.

Our work around negotiation centers on more than 25 years of work by Ira Asherman and Associates, Inc. Ira's New York based consulting business has mainly served the pharmaceutical and pharmaceutical regulatory agencies. Ira has developed and licensed to Phoenix Images, Inc. a comprehensive set of program and research materials for use with our clients.

Our negotiation work takes place in a highly experiential and interactive environment which recognizes and utilizes the experience and knowledge of the participants.

It utilizes video case studies, practice negotiations, lecture/discussion, and a self-assessment instrument. Case studies and practice negotiations are specially tailored for the client's expertise and business needs. A complete book of readings and a 150 page manual are both available in the design of our work, serving as both a guide during the workshop and as a permanent resource/reference tool.

The course covers:

• Planning for negotiations
• Identifying the other party's needs and interests
• Identifying the causes of negotiating failure
• Focusing on specific behaviors employed by successful negotiators
• The Succesful Negotiator six-step method of negotiating
• Negotiating style and its impact
• Identifying sources of power
• Concessions--how and when to use them
• Closing the deal--what to watch for