Collaborative Negotiating
With this course, you will learn how to apply techniques from the Harvard Negotiating Project, which shift negotiations from win-lose to win-win strategies and enable both parties to come away from the table with more than either had hoped. Through a series of classroom negotiations, you will discover practical approaches for countering the tactics of the “hard” negotiator to keep negotiations from slipping into power-based conflicts. You will learn a systematic, four-stage process that identifies interests, options, alternatives, and credible criteria to increase both your negotiating skill and confidence.
Defining the boundary conditions, applying the three levels of listening, and anchoring a negotiation within the zone of agreement are the essential skills to reaching a mutually satisfying agreement.
Key Topics
- Identifying collaborative vs. aggressive styles
- Using the collaborative negotiating model
- Handling the "hard" negotiator
- Creating options from interests
- Evaluating priority problems
- Using the impact of objective criteria
- Using approaches to the zero-sum game
- Exploring trust, threats and competition
- Understanding the bargaining zone
- Avoiding making common mistakes
- Making and implementing agreements
Reviews
Beneficial to know, understand, and respond from both viewpoints. Brocade, Digital Marketing
Class exercises were great opportunities to implement instruction. Carl Zeiss Meditec, Sr. Mgr.
Instructor
BARRY FLICKER, author of Working at Warp Speed, is a nationally known expert on the of developing high performance organizations through leadership development, project management, team building, communication and negotiating skills. He helps organizations resolve conflict, optimize change and produce quality results by discovering their most efficient blend of technical and behavioral assets.
Barry brings 20 years of management experience in the computer industry to the design and delivery of corporate training programs. The elements of creativity, inspiration and nonlinear problem solving reflect his years of experience in management.
This expertise blended with his skills as a performing artist in the fields of magic, acting and standup comedy present a refreshing approach to training. Participants consistently rate his programs "Excellent and entertaining!"
Onsite Delivery
Contact: info@effectivetraining.com
My Courses
Project Management: A Team Approach for Accountability & Results |
|
|---|---|
| June 06 - 07 | |
Transitioning from Individual Contributor to Manager |
|
| June 06 | |
Influential Communication |
|
| September 10 | |
Precision Questioning and Answering (PQ&A) |
|
| September 10 | |
Breakthrough Project Management |
|
| October 08 - 09 | |
5 Habits of Intentional Leadership |
|
| October 17 | |
Cart (6 Items) |