Interpersonal Negotiations // Skills Programs
Learning Objectives
This hands-on one day workshop explores the mindset, tools and skills to improve participants’ negotiation skills in everyday and challenging interpersonal situations – with peers, direct reports and their manager.
By the end of this workshop participants will be able to:
- Describe how rapport and trust form the foundation of effective negotiations and sustainable agreements
- Build upon an approach and tactics to reliably create rapport
- Apply the three questions at the heart of workplace trust
- Discuss the task-relationship balance inherent in any interaction and describe an approach to keep the two balanced
- Examine how interpersonal negotiations can meet both parties’ basic needs
- Examine a set of common human needs, apply an intuitive process to elicit the other person’s needs and to describe one’s own needs
- Apply a set of negotiation skills to a real workplace situation, balancing telling with asking
- Confirm and plan to follow-through on agreements made
PROGRAM FLOW
KEY CONTENT AREAS
Welcome
- Introduction
- Learning objectives
Mindset
- You Want, I Want: experiential activity
- Effective negotiation = sustainable agreement
- Elements of effective negotiation
Rapport + Trust
- Creating rapport
- Building trust
- The three questions and scenarios
Task-Relationship Balance
- Interaction trajectories
Their Needs, Your Needs
- Sustainable agreements
- The seven basic human needs
- Aligning needs protocol
Skill: Listen + Encourage
- Say what?
- Why encourage?
- Listen + Encourage cocktail party
Skill: Ask
- Ask-tell continuum
- Asking high-yield questions
- Revolver: negotiation questioning
Skill: Tell
- Effective advocacy: Why? How?
- Advocacy drill
Skill: Confirm Agreement
- Insight application plan
Negotiations Practice
- Everyday situations
- Challenging situations
Workshop Close
- Challenging situations