Description
Strategies and techniques for achieving a successful outcome using collaborative, or “win-win” methods that acknowledge the position of all negotiating parties. This course can be adapted to a multicultural audience or to meet the needs of those working with a multicultural group.

• Audience: mid-level and non-management employees looking to build basic negotiation skills that will be useful in their work responsibilities. The focus is on negotiating a fair and equitable solution through effective collaborative approaches.

• Maximum participants: 25

• Duration: Two days

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Objectives

• Identify your personal strengths and weaknesses as a negotiator

• Identify aspects of your role in the organization that require negotiating skills

• Describe the differences between win-win (collaborative) and win-lose (zero sum) negotiating tactics and when each is appropriate

• Develop approaches for dealing with difficult people in a negotiation setting

• Participate in a series of general and work-specific negotiation role plays

• Establish development goals for becoming a more effective negotiator

 

Agenda – Day One

• Introduction to negotiation

• Self-assessment

• Negotiation in your workplace

• Win-lose (zero sum) negotiating

• Win-win (collaborative) negotiating

 
Agenda – Day Two

• Dealing with difficult people

• Integrating negotiation skills into your organizational role

• Role plays (general and role-specific)

• Action planning

• Wrap-up

 

Follow-up small group coaching sessions are available for an additional fee.