Negotiations: A Human Relations Approach

Why This Course Works

Q: Why can’t negotiation be about tricks and tactics?
A: Because in Japan, a win-lose outcome is the end of the relationship. If the buyer feels tricked, they won’t reorder. Real success comes from win-win agreements that build trust, strengthen relationships, and create stable, ongoing business.

Q: What skills will I actually learn in one day?
A: You’ll master practical, human-relations-based techniques you can use immediately:

• Collaborate to Win: Understand what makes an effective negotiator, identify issues beyond price, and follow a clear process for constructive negotiation.
• Analyze and Add Value: Uncover hidden needs, alternatives, and added value to turn conflict into side-by-side problem-solving.
• Adapt to Personality Styles: Learn to influence anyone by flexing to the four dominant personality styles:
  • Drivers: “Time is money.” They want quick decisions, clear options, and no wasted motion.
  • Amiables: Relationship-first. They prefer a slower pace, want to build trust, and may need several conversations before committing.
  • Analyticals: Detail-oriented. They care about accuracy, data, and precise answers — “three decimal places” is their comfort zone.
  • Expressives: Big-picture thinkers. They focus on vision and possibilities, and they don’t want to be bogged down with too much detail.
• Bargain and Agree: Set ideal, realistic, and fallback targets, respond effectively to common negotiation tactics, and prepare with confidence.

Q: What’s the ultimate goal of negotiation in Japan?
A: Long-term trust. By shifting your mentality from “land the sale” to “secure the reorder,” you align with what Japanese buyers actually want — stable partnerships that help their businesses grow.

Integrative bargaining is a negotiating strategy that is essential to influencing people and facilitating constructive, positive business relationships.By understanding the importance of uncovering critical needs during the negotiation process and capitalizing on meeting those needs, you will be able to convert difficult stakeholders to a beneficial situation and bring in a win for your organization.

• Move beyond price wars and strengthen relationships that lead to ongoing business.
• Gain confidence in handling objections and avoid unnecessary discounting.
• Develop the flexibility to connect with any type of counterpart.
• Build trust that positions you and your company as a long-term partner, not a short-term vendor.

This training is designed for professionals who need to negotiate with clients, suppliers, teams, or partners. It’s especially valuable for:

• Sales Professionals: Negotiate pricing and contracts while building trust.
• Procurement/Purchasing Professionals: Extract value beyond just price cuts.
• Managers & Leaders: Align interests and achieve team goals through negotiation.
• Business Development & Partnership Managers: Form strategic alliances built on mutual benefit.
• Consultants & Project Managers: Drive projects forward by negotiating collaboratively with stakeholders.

Your learning doesn’t stop after one day. Graduates gain access to the Carnegie Academy AI Edition, giving you tools, resources, and proven methods from Dale Carnegie’s 113 years of global experience (and 62 years in Japan) to continue sharpening your negotiation and human relations skills.