Leading Through Influence

Leonard N. Stern School of Business

Leonard N. Stern School of Business

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Who should attend

Although there are no formal education or background requirements, this course is designed for executives who meet the criteria below. While we strongly encourage global participation, please note that all courses are taught in English. Proficiency in written and spoken English is required.

  • Years of Experience – Designed for professionals with 5+ years of work experience
  • Job Functions – Ideal for professionals responsible for negotiating arrangements with clients, vendors, employees and other organizational stakeholders, and who regularly manage organizational conflict
  • Prerequisites – Intended for professionals with existing experience in negotiation and conflict management

About the course

Negotiations and politics are inherent realities of every workplace. The two courses included in Leading through Influence Week will enhance your negotiation skills and office politics acumen, positioning yourself as a valuable leader within your organization. Learn the strategies and technical skills needed to resolve conflicts, obtain more successful outcomes and increase productivity during this five-day program.

Program Takeaways

  • Negotiation Tactics – Learn how to implement optimal tactics and strategies in a wide variety of negotiations
  • Collaboration – Pursue individual goals by creating opportunities for “win-win” solutions through collaborative negotiation
  • Optimization – Capitalize on the strengths of their individual negotiation styles and avoid many of the costly pitfalls that negotiators often make
  • Definition of Politics – Gain a pragmatic grasp of what power and politics mean in organizational settings
  • Frameworks – Assess their political skills and shortfalls using frameworks that are simple, potent and immediately applicable
  • Actionable Plan – Develop an actionable career plan to manage interpersonal conflict and enhance the productivity of individuals and teams

Agenda

Day 1 – Negotiation Strategies

Session 1: Claiming Value: How to Achieve Better Outcomes through Competition

  • Introduction: The key obstacles to effective negotiation
  • Tactics for optimizing your outcomes in any negotiation
  • Strategies to enhance your success before you even show up

Session 2: Creating Value, Part 1: How to Achieve Better Outcomes through Collaboration

  • Fundamental principles of collaborative negotiation
  • Overcoming barriers and resistance to collaboration—from yourself and others
  • Knowing if, when and how to pursue value creation

Negotiation Strategies Day 1 Conclusion and Evaluations

Day 2 – Negotiation Strategies

Session 3: Creating Value, Part 2: Advanced Tactics for Optimizing Value Creation

  • Advanced principles of collaborative negotiation
  • Complex strategies and tools for value creation
  • Avoiding the risks of exploitation

Session 4: Negotiation Styles and Signals

  • Recognizing and leveraging your personal negotiation style
  • Understanding the broader impact of your actions and approach during negotiations

Negotiation Strategies Day 2 Conclusion and Evaluations

Day 3 – Negotiation Strategies

Session 5: Resolving Conflict through Negotiations

  • Key approaches and tools for resolving conflict through negotiations
  • Identifying and managing unproductive emotions that arise during conflict
  • Reorienting conflict toward collaboration

Session 6: Negotiating through Agents

  • Avoiding common pitfalls and leveraging agents to your advantage
  • Negotiating as part of a team
  • Telling the truth: Ethical and strategic considerations

Negotiation Strategies Program Conclusion and Evaluations

Day 4 – Organizational Politics and Power Dynamics

Session 1: Power and Politics at the Individual Level

  • Organizations as political systems
  • Power and its different faces
  • The dynamics of power play at the individual level

Session 2: Power and Politics in Complex Organizations

  • Power plays and strategies to manage them
  • Managing power play between team members and teams

Organizational Politics and Power Dynamics Day 1 Conclusion and Evaluations

Day 5 – Organizational Politics and Power Dynamics

Session 3: Personal Plan for Power Management

  • The politics of persuasion and the power of language
  • The politics of crisis and how to manage it

Session 4: Developing a Power-based Strategy to Grow Your Career

  • Playing politics and playing it right
  • Developing your career strategy in the pursuit of power

Organizational Politics and Power Dynamics Program Conclusion and Evaluations

Experts

R. Kabaliswaran

Professor R. Kabaliswaran ('Kabi') has been with the faculty of Management at NYU since 2002. Professor Kabaliswaran had his initial education in India. A National Merit Scholar, he had his undergraduate education in engineering at IIT Madras. Subsequently, based on his undergraduate thesis, he ...

Steven L. Blader

Steven Blader received his B.A. in Psychology from the University of Pennsylvania (1994) and his Ph.D. in Social Psychology from New York University (2002). His research identifies the organizational conditions that motivate employee performance by addressing employees' social and relational conc...

Seth Freeman

Seth Freeman , JD, teaches negotiation and conflict management courses at SIPA and at Columbia Business School. Freeman also serves as assistant clinical professor at NYU''s Stern School of Business. He also serves as a visiting professor of International Negotiation at several programs abroad, ...

Leading Through Influence at Leonard N. Stern School of Business

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Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.