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Who should attend
This workshop is useful for managers and executives who need to influence others or negotiate with other co-workers or clients. Participants from all functional areas and all industries are welcome.
About the course
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. The key emphasis is placed on how these techniques can be used in business negotiation as well as dealing with difficult people in everyday work life.
Drawing on the techniques used by hostage negotiators, suicide and crises interveners and international peace-makers, this interactive course gives participants many opportunities to practice various negotiations techniques. During this two-day workshop, a series of interactive simulations provide a common reference point for all participants to discuss negotiation concepts. The goal is to change the way you think about and approach negotiations.
- Power and dependence in negotiation
- Decision-making processes and flaws
- Relationships, ego, and emotion
- Extreme emotional and crisis situations
- Interests, positions, and expectations
- At-the-table process and structure
- Dynamics of negotiation tactics and techniques
- Multi-party and internal team bargaining
Dan is an expert in workplace negotiation, mediation, arbitration, facilitation, teaching, organizational conflict, team building, leadership and change management. As Practice Leader and Director of the Labor Relations Programs, Dan is responsible for developing and teaching professional educati...
Videos and materials
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