Good negotiators recognize that negotiation is a natural process marked by gradual changes. These small steps or gradual changes lead to a desired result. Negotiation can also be a series of actions that lead to a specified conclusion.
Negotiation situations range from who will drive the Toyota and who will drive the BMW to I need a pay raise, or I need the week of December 1st for vacation days.
In this webinar we study 5 styles individuals use when faced with conflict and the need to negotiate. The information helps you identify which conflict style you regularly use and helps you know when to use another style. Often refining your conflict style will keep you from needing advanced negotiation skills. They may also keep you from becoming the bully in the office.
Real negotiation happens when you want something that is owned or controlled by someone else. In this webinar you learn the predictable maneuvers in negotiating and study three critical factors: Information, time, and power. Expanding on power, you’ll learn 3 essential sources of power and understand going into a negotiation which source of power you have and which source of power the other entity has.
To be a savvy negotiator, you’ll need to understand the topics discussed in this webinar:
Why you should Attend:
- What is the other person’s position?
- Why do they have this position?
- What are their specific interests?
- What can you offer to change their mindset?
- When should you collaborate?
- How to respond when you observe negotiation strategies are being used on you
In this 60-minute workshop, you’ll discover strategies for the four stages of everyday negotiation and get tips for overcoming reluctance to ask for what you need to succeed. In addition, you will get tips for standing firm on your position as circumstances dictate.
You’ll walk away from this strategic training with a knowledge of the negotiation process and ready to:
- Leverage the best negotiation strategies to get ahead in today’s competitive workplace
- Use proven techniques for each stage of the negotiating process
- Prepare mentally and emotionally for your negotiation
- Plan your negotiation strategy so you walk away with the desired outcome
- Observe and document the other person’s negotiating strengths
- Use creativity when proposing solutions and alternative outcomes
- Break negotiation deadlocks so you can move forward
One component in negotiation that is often overlooked is a positive attitude or belief that you will be successful in your negotiation. You will leave this presentation with the ability to evaluate your needs and estimate the probability of success as you assess the other person’s power and his/her stated position.
If you have never considered negotiation training essential to your career, now is the time to change that. After this instruction, you will recognize simple negotiations with your coworkers or team members that you have entered innocently but now can an improve the outcomes to benefit you.
Areas Covered in the Session:
Who Will Benefit:
- Utilize the 5 conflict outcomes as appropriate
- Focus on common interests
- Identify what you want and determine your objective
- Use difficult conversation skills in open discussion to manage the discussion
- Use active listening to hear and understand what the other person is really saying
- Ask pertinent and relevant questions to clarify positions
- Read the other person’s emotions and body language
- React professionally - not emotionally - in tough situations
- Realize your personal power
- Individual contributors at all levels of the organization
- Managers at all levels of the organization
- Anyone who wants to get more of what they need out of life
Karla Brandau is a thought leader in management and team building techniques. She trains managers to improve their relationship with the employees to earn their gift of discretionary effort. She specializes in personalities, communication skills, leadership principles.
She is the CEO of Workplace Power Institute and has educated mangers with her proven leadership principles in companies such as Motorola, Coca-Cola Enterprises, Panasonic, and BYD America.
She has a degree in education and is a Certified Speaking Professional, an earned designation given by National Speakers Association.
Karla’s book, How to Earn the Gift of Discretionary Effort, teaches managers how to be the leader people CHOOSE to follow, not have to follow because of their position on the organizational chart.