Just Deal – A Practical Negotiation Skills Course for Professionals
Just Deal is a highly interactive, 2-day negotiation skills training designed to help professionals negotiate more effectively with customers, suppliers, and internal stakeholders. Grounded in the principles of interest-based negotiation, this course equips participants with the strategies, tools, and confidence to achieve better outcomes in any negotiation setting.
What Participants Will Gain from This Negotiation Skills Training
Gain a solid foundation in principled negotiation, focusing on interests, options, alternatives, fair standards, and communication.
Learn how to apply both distributive (competitive) and integrative (collaborative) negotiation strategies based on context.
Develop the ability to plan and execute effective negotiation strategies in business settings.
Identify, assess, and strengthen their Best Alternative to a Negotiated Agreement (BATNA).
Build real-world confidence through interactive role-plays and structured negotiation practice.
Understand how to make strategic concessions that lead to mutually beneficial outcomes.
Use the Just Deal Negotiations Planner to prepare efficiently and stay focused during negotiations.
This program was helpful in getting me promoted into my current leadership role, and my peers say that I am a more effective leader for having participated in Just Lead!
~An Emerging Leader several months after taking the Just Lead! Program
Delivery Format
Just Deal is delivered as a highly interactive, in-person 2-day training session designed for professionals. Through a mix of hands-on exercises, guided role-plays, group discussions, and practical negotiation simulations, participants actively build and apply real-world negotiation skills. The course includes structured preparation tools like the Just Deal Negotiations Planner to ensure every participant leaves with both experience and a repeatable strategy.
JUST DEAL MODULES
1
PERFORMANCE-DRIVEN, VALUES BASED LEADERSHIP
PURPOSE
Set the foundation for leadership growth in a world ofperpetual whitewater.
Just Lead Principles
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Leaders Define the Playing Field
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Leaders Define the Gap
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Learner-Teacher-Steward around a Core of Character
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Thinking-Action-Outcomes: Mental models are the key leverage point in growing leadership capacity.
2
LEADER AS ENVIROMENTALIST
PURPOSE
Build understanding that leaders don’t motivate anyone…motivation comes from within…Leaders must create anenvironment that excites and engages people
Key Content Points
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Examine the Thinking (Mental Model) of “leaders asmotivators”
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Creating a Motivating Environment
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Connecting people to the environment to create intrinsic motivation
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Effectively delegating to create responsibility and ownership.
3
LEADER AS PERFORMANCE MANAGER
PURPOSE
Utilize the GET IN GEAR process to deliver powerfulresults at every level of the organization
Key Content Points
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SET Goals
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Visible Scorecards
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Performance Drivers Deliberate and purposeful practice to build capabilities
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Follow-up/Follow-through
4
LEADER AS COACH
PURPOSE
Build the capabilities of leaders to coach for currentperformance and future growth
Key Content Points
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Leader as Coach
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Giving Effective Feedback
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Performance-based Coaching Diagnosis
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Adapt – Provide Structure and Support
5
LEADER AS COMMUNICATOR
PURPOSE
Build capabilities to effectively connect and communicate with team members; build ability to hold difficult conversations
Key Content Points
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Building a ”culture of communications” Foundation of Trust
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Listening with Empathy Question behind the question; Issue behind the issue
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Courageous Communications
6
LEADER AS CHANGE AGENT
PURPOSE
Build the capability to lead both routine and adaptive change with individuals and teams
Key Content Points
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Leading in a world of Perpetual Change
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Routine vs Adaptive Change
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Leading Team Change
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Leading Individual Change…because at some point,all change is individual change
7
LEADER AS ARCHITECT
PURPOSE
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Understand the critical role “Architecture” (Systems, Structures, Processes and Culture) play in driving results and engaging the team and;
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Build the capabilities of leaders to influence theArchitecture AND connect people to the Architecture at their level of the organization
Key Content Points
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Creating Organizational Gravity: Leader as Architect
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Frontline Leaders’ Role in Architecture
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Recognize when it’s pulling versus pushing
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Connecting the team to the Architecture
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Shaping culture at the work group level
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8
LEADER AS TEAM BUILDER
PURPOSE
Build the capability of leaders to develop their teams intohigh performing teams
Key Content Points
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Seven Principles of High Performing Teams
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Stages of Team Development (and why it matters)
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Holding Effective Team Meetings
9
LEADER AS TIME MANAGER
PURPOSE
Recognizing the leaders’ most important asset is how they allocate their time and attention, Top-Down Bottom-Up Time Management (TDBU) enables participants to focus their efforts on the most valuable activities while they effectively “manage the mess”.
Key Content Points
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Top-Down Planning: Identifying the actions and activities that create the most valuable use of the participants’ time
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Managing the Mess: Establishing and using a “Bottom-up” System that enables participants to make the most efficient use of their time
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Delegating for Success…how to focus your time and attention on those things that only you can do, while leveraging andbuilding others’ capabilities.
Enroll in the Just Deal Negotiation Skills Training and equip your employees with the tools, strategies, and confidence to negotiate effectively in any business environment.
