Negotiation for Workplace Success (Instructional Hours – 21 @$150/hr)
Virtual Using Zoom Format
July 15, 2020 – December 31, 2020
Every conversation aimed at decision making is a negotiation. Whether you are firming up a contract with a client, or discussing the process and timelines for delivery of a project with a colleague, balancing your own needs with those of the organization, the client and the project can be a real challenge. In this program you will learn to
- Plan for effective strategic discussions
- Structure conversations for reaching agreement
- Build value through using trades effectively
- Balance needs of self, client, and organization
Organizations are working to solve today’s greatest energy challenges with a commitment to maintaining a healthy environment, a stable climate and prosperous communities through collaboration, evidence-based decision making and innovative solutions.
The commitment to collaborative and constructive decision making requires
- Skills to facilitate thoughtful dialogue and negotiation on difficult topics
- Strategies for negotiating constructive outcomes and achieving agreement for changes; and
- Understanding of persuasive techniques and how they can be used in negotiation.
There is an art and a science to negotiation. Research has demonstrated that human behaviour in negotiations is determined by a variety of factors both physiological and psychological. We propose to present and build on current theory and evidence-based thinking about negotiation to develop practical strategies for negotiating aimed at getting commitment for change.
We come with a wide breadth of experience both in training in conflict resolution skills, and supporting workplace conflict resolution through facilitating, coaching and mediation. We have seen from many different angles the challenges employees face in difficult conversations and negotiation. Our solution is based on years of experience, and we are excited to provide personal ongoing support.
Over 21 hours we will explore 6 modules. Each module will consist of 3 components:
- Theory. Through lecture, attendees will learn current negotiation theory.
- Strategies. Through discussion attendees will develop practical, feasible strategies based on the theory to use in a negotiation setting. The instructor will demonstrate techniques and strategies.
- Practice. Through exercises, attendees will use real examples to practice the negotiation strategies with feedback from the instructor.
Getting to Yes
Roger Fisher and William Ury of the Harvard University Negotiation Project are the gurus of interest-based negotiation. We will define and explore interest-based negotiation and learn how process facilitates constructive decision making.
How do you react when your buttons are being pushed? We all have different approaches to negotiations and different default settings. We will explore different negotiation styles based on the work of Kenneth Thomas and Ralph Kilmann. We will also explore strategies for using the best style for different situations.
Negotiating at an Uneven Table
Based on the work of Phyllis Beck Kritek, we will explore the concept of power in negotiations and develop strategies for opening opportunities at an uneven table.
The foundation of strong negotiation is listening. It is the first step of building influence, and will ensure stronger relationships. We will explore and practice specific steps for listening actively, and develop strategies to earn a hearing.
This module explores the science of persuasion, based on the works of Dr. Robert Cialdini. We will explore and practice strategies for getting buy-in for new ideas. We will also explore David Rock’s brain-based model for collaborative decision making and learn how to practically use it in every-day conversations.
High Stakes; High Emotion
We will explore the neuroscience of conflict/negotiation and specific strategies for managing emotions, and de-escalating emotional situations.