Negotiating Skills with Winning Outcomes

(One-day Workshop)

WHO SHOULD ATTEND:

• Managers responsible for leading others on cross-functional teams that are co-located or virtual
• Managers who negotiate any of the following during a typical work week: deadlines, schedules, resources, staff, budgets, pricing, product changes, staff commitment

YOU WILL LEARN:

• To practice negotiating techniques useful for managing and leading others face-to-face, through teleconferencing, email, and other electronic methods.
• Your negotiating strengths and areas for development through a negotiating self-assessment.

COURSE OUTLINE:

Negotiating as a Manager: Risks, Benefits, and Outcomes

• Defining negotiating as a necessary part of your job.
• What do you negotiate, and what can you add to the list?
• Identifying risks and benefits.

Informal Negotiations: The Eight Power Bases

• Completing a Power Base Self-Assessment
• Defining and Using the Eight Power Bases: Benefits and Drawbacks
• Case Study and Role Play: Power Base Practice
• Power Base Action Plan

Formal Negotiations: Five Strategies

• The Four Phases of Formal Negotiations and Management
• Defining Assertiveness and Cooperativeness
• Five Strategies: The Assertiveness and Cooperativeness Continuum
• Integration: Converting Needs from Wants for Win-Win
• Hard-Core Bargaining and Batna

Communicating your BATNA Diplomatically: 5 Techniques

• I language
• Emphasizing benefits over features
• AIDA (Attention, Interest, Desire, Action)
• W.I.I.F.M. (What’s In It For Me?)
• EPM (Empathize, Pinpoint Problem, Move Forward with a Solution)
• Case Study and Role-Play Practice using Diplomacy in a Negotiation

Negotiating Successfully: Putting it into Practice

• Negotiating checklists
• Personal Action Plan
• Templates and other resources

Participants complete a brief pre-workshop questionnaire and come to the workshop with a work-related topic for negotiating to use in practice exercises.

For information regarding this course, please contact:

Colin Watson
Relationship Manager
J Watson Associates Inc

Tel: 905 820-9909

E-mail: sales@jwatsonassociates.com