To that end, this practical, highly interactive workshop introduces participants to best practices in the field of influencing and negotiation skills – including the critical component of conflict management – then gives them opportunity to practice and apply those practices during roles plays and case studies.
Objectives: Upon completion of this program, participants will be able to:
- Understand key differences between influencing, positional bargaining and principled negotiation;
- Leverage individual negotiation style strengths and compensate for individual style weaknesses;
- Engage in effective influencing communication skills and apply best practices
- Identify underlying sources of conflict and patterns of behaviors that create/worsen most conflicts
- Deal more effectively with impasse and conflict during negotiations
- INFLUENCING VS POSITIONAL BARGAINING VS PRINCIPLED NEGOTIATION
- What’s the difference?
- Why is that important?
- BATNA (Best Alternative To a Negotiated Agreement)
- What is it?
- The importance of developing a strong BATNA
- Accurately identifying the other party’s BATNA
- YOUR INDIVIDUAL NEGOTIATION STYLE
- Assessment: Individual Negotiating Styles Survey
- Leveraging your strengths
- Compensating for weaknesses
- EFFECTIVE INFLUENCING COMMUNICATION SKILLS
- STRATEGIES FOR ADDRESSING IMPASSE AND CONFLICT DURING INFLUENCE & NEGOTIATIONS
- Six Principles of Conflict
- Sources of Conflict
- The Funnel Approach
- Two-Sided Appeals
- The Interest-Based Relational (IBR) Technique
- The Pareto (Northeast) Frontier
- Communication Tips
- Handling “Crazymakers”
- Dealing with Impasse