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Course Description

 Diplomacy is the art of letting someone else have your way.
                                                 - Daniele Vare, Italian diplomat

Executives, managers and employees are in constant states of negotiation - for ideas, for resources, for budget and for the best people. Successful negotiations require positioning, preparation, commitment, needs assessment, packaging words persuasively, use of negotiation tactics, and thinking on your feet. It is one of the most demanding skills in a manager’s tool kit.  Many newer managers attempt to manage their own subordinates the way they themselves have been managed.  If you had a great boss, then you're all set. The rest of us need to learn that at best we have influence over those who report to us.  We do not really have control and the truly effective manager knows it!

We may not even realize that we negotiate every day in every aspect of our lives.  At work, managers have to negotiate with others on whom they depend for results, resources, and authority. Whether getting fuller support from the marketing department, pulling together a team for a new important project, hammering out next year's budget, or winning the approval for a new line of business, managers must be adept at advantageously working out and modifying understandings, resolving disputes, and finding mutual gains where interests and perceptions conflict.

This course will help you to:

·       Separate the people from the problem

·         Focus on interests, not positions

·         Work together to create options that will satisfy both parties

·         Negotiate with people who are more powerful, refuse to play by the rules, or resort to “tricks”

·         How to negotiate when the other person just says “no”

·         Staying in control when under pressure

·         Strategies for turning confrontation into cooperation

The course is highly interactive and includes multiple roll-plays that will enable participants to experience negotiation in action and to gain better mastery of the steps and concepts that managers need to negotiate for productive outcomes.  Skills gained through both the Listening skills and Motivation/Setting Expectations courses are important parts of the mix to become a master negotiator. 

Who Should Attend

Senior Managers
Line Managers
Supervisors

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