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

WHAT YOU WILL COVER:

Negotiating as a Manager: Risks, Benefits, and Outcomes

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

Informal Negotiations: Using Your Influence

• Completing an influence self-assessment
• Defining and using influences: benefits and drawbacks
• Working with a case study and role play: influence practice
• Designing an influence action plan
  

Formal Negotiations: Five Strategies

• Defining assertiveness and cooperativeness
• Five strategies: The assertiveness and co-operativeness continuum
• Integration: Converting needs from wants for win-win
• The principles of BATNA

Communicating Your BATNA Effectively

• Emphasizing benefits over features
• Using AIDA (Attention, Interest, Desire, Action)
• Exploring WIIFM (What’s In It For Me?)
• Reviewing EPM (empathize, pinpoint problem, move forward with a solution)
• Working with a case study and role-play practice to use BANTA effectively
  

Negotiating Successfully: Putting It Into Practice

• Negotiating checklists
• Designing a Personal Action Plan
• Using 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.