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RegisterBuilding on the negotiation skills component of the other LR Certificate classes, this program approaches negotiations as involving the sometimes conflicting motivations to compete and to cooperate. Through negotiation simulations and lecture, participants learn and practice a variety of approaches to negotiations, how their effectiveness varies by situation, the effectiveness of their own style and how to flex it, and practice value-claiming and value-creating at the same time.
Key Topics:
- Power and dependence in negotiation
- Decision-making processes and flaws
- Relationships, ego, and emotion
- Interests, positions, and expectations
- At-the-table process and structure
- Dynamics of negotiation tactics and techniques
- Multi-party and internal team bargaining
Special Features
During this three-day workshop, a series of interactive simulations provides a common reference point for all participants to discuss a host of negotiation concepts. The goal is to change the way you think about and approach negotiations.
Key outcomes
- Learn to navigate the dual motivations of competing and cooperating in negotiations.
- Analyze your approach to negotiations, how it differs from other approaches and how to master and use them all
- Understand the importance of and relationship between power, persuasion and problem solving and how to utilize each to increase effectiveness
- Unlock the mindset, behavior, process and structure of negotiations to deal with difficult dynamics and get what you need
Who should enroll
- Labor relations, human resource, operations, and finance professionals who represent or support management in collective bargaining and negotiations.
Instructor
Supervisor Justification Letter
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