Influencing & Negotiation Skills for Non-Sales Professionals

As the world becomes more complex, the ability to influence and to negotiate effectively is no longer a luxury – it is a necessity.  Consequently, individuals at all levels of their organizations must be able to engage in principled negotiations (formal or informal) that lead to win-win agreements, while effectively balancing the engaged parties’ dual concerns of relationship and outcome.

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.

ObjectivesUpon 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

Sample Agenda:

  • 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

Length:
Full day

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