2 day Workshop -- Price: $995 taxes extra
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Strategic Objective
Negotiating with Integrity enhances the participant’s ability and confidence in negotiating positive, productive and mutually satisfying outcomes with others. This is achieved through a program of review, explanation and discussion of the “how to” elements of negotiation and through opportunities for experiential learning.
Learning Objectives
Participation in this workshop will enable you to...
- be able to describe and demonstrate key behaviours conducive to successful negotiations;
- understand how the process of negotiation can be applied to everyday encounters as well as for particularly significant situations;
- be able to create a climate conducive to productive negotiation;
- understand the characteristics and application of three different negotiation styles and four different negotiation strategies;
- be able to prepare for and work through the negotiation cycle;
- be able to manage difficult negotiation situations.
Overview
We are all constantly negotiating and managing conflict throughout our professional and personal lives. As organizations become less hierarchical, less based on positional authority, and less based on clear boundaries of responsibility, conflict – or at least differences – will become an even greater component of the organization’s climate.
Learn to negotiate for mutual gain. Honestly reveal your agenda through clear communication and increase confidence levels. Establish an atmosphere of trust; exercise judgment, tact and common sense. In this workshop you will learn how to define issues, prioritize values and understand the diverse goals at play—so that you can identify the critical elements, establish parameters and negotiate on an even basis. Understand the external factors influencing decisions, and discover how to exchange offers and compromise proposals that result in mutually successful negotiations. Most importantly, learn not to defeat the other party but rather craft a result that will make you both happy.
Topics include, but are not limited to…
Program Purpose and Objectives
- the negotiation grid
- the nature of win-win negotiations
- win/lose situations
Negotiation Strategies
- principled vs. positional negotiation
- creating a climate for negotiators
- characteristics of effective negotiators
The Negotiating Process: A Macro View
- tasks in negotiating
- negotiation preparation worksheet
- negotiator as listener
- self-test on listening skills
Negotiating Tips
- behaviours and actions to avoid in negotiation
- managing difficult negotiation situations and behaviours
- dealing with anger
- influencing others
