Challenges prevailing wisdom that negotiations begin with preparation. Determining whether to negotiate (recognizing and evaluating opportunities) is almost as important as how well one negotiates. If we choose not to engage in “small” or “everyday” opportunities, how do we expect to confidently and competently perform in “big” negotiations? We discuss considering payoff/investment (in financial, emotional, psychological terms) and address unhelpful habits or subconscious tendencies.
Best For:
Capitalizing on Everyday Negotiations
Whether you're trying to persuade top management, colleagues, buyers, or suppliers, the path to success is not about you, it's about whom you're trying to influence. In this workshop we look at subtle and not-to-subtle pathways to not only get agreement on a proposal but also gain others' commitment to support it fully.
Best For:
The Art and Science of Persuasion
More negotiations are occurring online. We discuss some of the challenges--and how to overcome them, as well as some of the benefits, and how to make the most of best practices for arranging and executing virtual negotiations.
Best For:
The Virtual Advantage
We all have an experience when a negotiation opponent doesn't play fair--whether it's bullying, unethical, or just uncooperative behavior--and felt powerless. Where do these behaviors come from? How can you deal with them? What if you're the culprit? We address these issues and more, along with strategies and tactics for overcoming them.
Best For:
Dealing with difficult, unethical, or emotionally charged situations
While men are known to be more competitive, does that mean that they're better negotiators? Women tend to be more collaborative and creative, prioritizing the relationship as much as the outcome. However, women who ask for what they want are seen as aggressive. This hands-on workshop helps women (and their allies) learn specific strategies and tactics that enable them to advocate for themselves and their organizations while minimizing any backlash for being seen as unfeminine. The workshop facilitator has trained women negotiators--and published practitioner research--extensively in this area
Best for:
Negotiate like a Woman
“Let’s table this topic”—if spoken during a negotiation in Sydney, Australia—is a request to begin talking about the topic. Whether negotiating abroad or with others whose culture is different from yours—requires awareness and sensitivity. We discuss how cross-cultural dimensions, communication practices/styles/expectations, and customs/protocols/laws impact negotiations, as well as how best to prepare for such negotiations.
Best For:
Cross-Cultural Challenges in Negotiation
So many people avoid conflict, fearing being rejected or escalating the conflict. Some don't think it's worth the effort or aren't confident in their ability to address conflicts. However, conflicts that go unaddressed do not disappear; like fish, the longer they hang around, the more they smell. This module helps participants learn more about their tendencies in conflictual situations, and provides frameworks for mindfully engaging in--and choosing an optimal approach for resolving--conflicts.
Best For:
Moving from avoiding to embracing conflict.
Research suggests that only 7% of what we communicate is the words we speak; the rest is non-verbal. Moreover, our non-verbal communication has been shown to be more honest. In this session we delve into understanding and clarifying our and others' tone, facial expressions, gestures, and one of the most misunderstood forms of non-verbal communication: silence.
Best for:
Mastering non-verbal communication in negotiation.
