Negotiation Basics For Managers
Bob Churilla is a partner in conflict management and organizational development firm, Conflict Resolution Professionals Group (CRPG). In addition, Bob is a Visiting Professor at a private University. Bob has
worked with the United States Postal Service, Veterans Administration,
Transportation Security Administration, and the Equal Employment
Opportunity Commission as a mediator and consultant. He has also consulted with local, state, and private employers, government agencies,
churches, and nonprofit organizations. Bob has a Ph.D. in Conflict
Resolution and a Juris Doctorate degree.
Negotiation is a part of everyday life. This is especially true in the workplace where the days of the authoritarian manager are slowly coming to an end. More and more managers have to get buy-in from their subordinates and teams. Many teams are becoming self-managed and this requires the ability to meet the interests of those we work with. Negotiation is a core competency of the modern manager in getting things done and handling conflict.
In order to get things done the modern-day manager must know how to negotiate well. During the webinar, participants will learn how to plan for important negotiations. Managers will learn how to identify their conflict styles and those of others. The two main forms of negotiation will be explored: distributive and integrative negotiation. Interests and positions in negotiation will be examined. A number of areas will be explored that will help the manager become a better negotiator. These include learning to frame and reframe, dealing with impasse, handling dirty tricks, and knowing when to walk away from a negotiation.
- Participants will learn how to plan for important negotiations
- Developing the ability to assess conflict styles and their impact on negotiating
- Participants will learn the basics of distributive and integrative bargaining
- Knowing the difference between interests and positions
- Learning how to frame and reframe during a negotiation
- Dealing with negotiation impasse
- Handling negotiation “dirty tricks.”
- Learn when to walk away from a negotiation
Course Level - Basic
Who Should Attend
- Sales Managers
- Marketing Executives
- Project Managers
- Team Leaders
- Labor Relations Managers
- Human Resource Managers
Why Should You Attend
Negotiation is a core competency of managers, leaders, and marketing representatives. Participants will learn a number of negotiation strategies and how to overcome objections. As a result confidence in negotiation situations will increase as well as handling conflict. Fear will diminish in recognizing that applying negotiation principles will increase our chances of success. Different strategies will be learned to deal with hard-line negotiators. Negotiation skills benefit us in all areas of life. It will make it more likely we can increase sales, secure raises, and promotions and effectively resolve disputes. It is an essential tool for success in the workplace.