3-day Virtual Seminar

Negotiating Skills for Work and Life

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This activity has been approved for 1.5 HR (General) recertification credit hours toward aPHR, PHR, PHRca, SPHR, GPHR, PHRi and SPHRi recertification through HR Certification Institute (HRCI). Please make note of the activity ID number on your recertification application form. For more information about certification or recertification, please visit the HR Certification Institute website at www.hrci.org." ...more

Overview

Everyone negotiates. And if you really think about that some of us, do it 24/7 every day. But too many of us are not as aware of how we might have negotiated differently, or even better to achieve our interests and needs for a better negotiated outcome. This is because we do not all understand the factors and dynamics involved in exactly what it means to successfully negotiate. So, as a result we walk through life smiling in blissful ignorance. 

Is your negotiation skill set all it can be? How effectively is your use of the twin arts of listening and questions? Do you have buyer’s remorse and a bad case of the “would of, could of, and should haves” the morning after your negotiation? Do you know how and when to apply the factors of time, information and power to your negotiation? Can you identify and know how and when to use all of the more than 30 kinds of power to make your negotiation as successful as it can possibly be? 

And how to bring and keep the other party interested enough to come to and stay at the table until agreement is reached. Or what about impasse and how do you handle/respond to it? How well do you productively respond to emotional outbursts or someone trying to hijack the negotiation away from its real purpose? 

But regardless of where you currently are on the knowledge and practice of negotiation spectrum this webinar can heighten your awareness about what it truly means to effectively negotiate and positively change all of that for you! 

Areas Covered in the Session

Participants will have an increased understanding of and be better able incorporate into their negotiating skill set the following: 

• Negotiating philosophy, approach and standards
  • Win-Win v Win-Lose
  • Interest based
• Negotiating as a "team sport"
• Rights of the parties
• Defining the use of time information and power in negotiation
• The elements and use of the following types of "power"
  • Legitimacy
  • Competition
  • Weakness/helplessness
  • risk taking
  • Patience
  • Commitment
  • investment
  • Teamwork
  • Expertise 
  • Identification 
  • Respect/dignity 
  • Needs v interests
  • Reward and consequences
  • Traveling
  • Honesty, sincerity and integrity
  • Trust 
  • Imagination/creativity
  • Courtesy
  • Feedback 
  • Permission
  • Instinct 
  • Persistence/tenacity
  • Morality/ethics
  • Precedent 
  • Attitude
• The elements and use of the skills and strategies for:
  • Persuasive capacity
  • The arts of questions and listening 
  • Proper use of "yes", "no" and "perhaps"
  • Use of agendas (both apparent and hidden)
  • Dealing with denial
  • Bundling/packaging
• What can (and probably might) go wrong and how to fix it
  • "Supposals" v proposals
  • Impasse
  • Mediation
  • Interest arbitration
  • Tentative agreement(s)
  • Communication glitches
• Memorializing the agreement
  

Who Will Benefit

• Anyone who interacts with another in daily life including all level managers, supervisors, and executives
• All Levels of both in-house and outside counsel
• All levels of Union representation and officers (stewards, Business Representatives, Business Managers, Presidents, and all officers/ board members)
• All levels of Human ResourcesOrganizational or external investigators, Ombudspersons, and mediators (internal and external)