Influencing & Negotiation Skills for Non-Sales Professionals (Online & In-Person, Denver Based)

Learning Objectives:
Upon completion of this program, participants will be able to:

  • Understand key differences between influencing, positional bargaining, and principled negotiation
  • Leverage individual negotiation style strengths and compensate for individual style weaknesses
  • Engage in effective influencing communication skills and apply best practices
  • Identify underlying sources of conflict and patterns of behaviors that create/worsen most conflicts
  • Deal more effectively with impasse and conflict during negotiations
Course Outline:

INFLUENCING VS POSITIONAL BARGAINING VS PRINCIPLED NEGOTIATION

  • What’s the difference?
  • Why is that important?

BATNA (Best Alternative to a Negotiated Agreement)

  • What is it?
  • The importance of developing a strong BATNA
  • Accurately identifying the other party’s BATNA

YOUR INDIVIDUAL NEGOTIATION STYLE

  • Assessment: Individual Negotiating Styles Survey
  • Leveraging your strengths
  • Compensating for weaknesses

EFFECTIVE INFLUENCING COMMUNICATION SKILLS

STRATEGIES FOR ADDRESSING IMPASSE AND CONFLICT DURING INFLUENCE & NEGOTIATIONS

  • Six Principles of Conflict
  • Sources of Conflict
  • The Funnel Approach
  • Two-Sided Appeals
  • The Interest-Based Relational (IBR) Technique
  • The Pareto (Northeast) Frontier
  • Communication Tips
  • Handling “Crazymakers”
  • Dealing with Impasse

Course Length:
Full Day