The Art of Negotiation
Negotiate conflicting interests with confidence and ease to reach a win:win outcome
The Capability Gap
Team members can find themselves in one form of negotiation or another in countless situations throughout their careers – and organisations rely on their employees being able to successfully negotiate for win-win outcomes in both their internal and external conversations.
When confronted with perceived “difficult” negotiators, individuals can often lack the capabilities needed to move towards these types of conversations. They can end up being avoided entirely, or creating stress, friction and poor outcomes – both from a relationship or commercial point of view.
Without upskilling, the cost of trying to undo these poor outcomes will be heavy – with the impact of lose-lose being felt organisationally wide.
Learning Outcomes
- Appreciate the importance of placing energy within your locus of control
- Develop the tools to manage your emotions
- Become consciously aware of your negotiation strategy options
- Understand how to be assertive when driving towards the win-win outcome
- Learn how to use your breathing and posture to retain control of the conversation
Workshop Format
Delivery tailored to participant level
90 mins – 3.5 hours
In person or virtual
24 participants
Indicative Workshop Content
Assertiveness Triangle
Thomas-Kilmann:
Negotiation Strategies
HEAT Model:
Managing Your Emotion
LTBS – Listening to the end of the full stop
Internal and External Locus – Taking back control
Unforgettable Learning Experiences
Breathing and Posture
Through a series of practical exercises, inspired by the foundational principles of drama training, participants learn how to make specific choices when it comes to posture and breath – directly experiencing the positive impact on their verbal and non-verbal communication, as well as their mindset and attitude.
Q-Storming
Their peers suggest a series of questions, related to thinking, doing, feeling and capability – giving the learner a rich set of questions to provoke their own thinking, as well as a library of questions to take back to their related workplace conversation.
This peer to peer experience has multiple learning applications, as both deep questioning and listening skills are developed.
Positions, Interest, Needs
Through facilitated reflection they experience how initially their attentions are focussed almost exclusively on their respective positions – and that only with positive intention, careful questioning and global listening can they find the mutual common ground of their underlying needs.
A high energy, playful experience, with serious and purposeful learning.