Negotiating Your Leadership Success
1h 21mIntermediate2017-06-03
Authors
Elizabeth Robillard
Senior business leader specializing in negotiation and leadership
Debbie Kolb
Former executive director of Program on Negotiation at Harvard Law
Course details
Using real-life case studies, negotiation expert Deborah Kolb and seasoned executive leader Elizabeth Robillard offer practical advice and techniques to help leaders manage workplace negotiations. Recognizing that all negotiation takes place within a context, Debbie and Elizabeth explain the organizational dynamics of work and reveal how we often get in our own way by not speaking up and asking for what we want. They show you how to position yourself to negotiate, how to get the other person to the table, how to advocate for yourself while still working collaboratively to achieve an agreement.
Learning objectives
Review methods for avoiding common negotiation pitfalls.
Determine what you really want.
Clarify how and when to use your bargaining power.
Recall strategies for making mutually beneficial agreements.
Recognize ways to anticipate potential responses.
Use turns to respond and restore your position in a negotiation.
Learning objectives
Review methods for avoiding common negotiation pitfalls.
Determine what you really want.
Clarify how and when to use your bargaining power.
Recall strategies for making mutually beneficial agreements.
Recognize ways to anticipate potential responses.
Use turns to respond and restore your position in a negotiation.
Skills covered
Leadership SkillsLeadership and Management
Concepts
0. Introduction
- 01 - Welcome
1. Recognize Opportunities for Negotiating
- 02 - Why negotiation is important
- 03 - What do people negotiate about
- 04 - Common negotiation pitfalls to avoid
2. Get Negotiations off the Ground
- 05 - How we get in our own way
- 06 - Know what you want
- 07 - How to gather information and aim high
- 08 - How to make your value visible
- 09 - Understand your bargaining power
- 10 - How to use your BATNA
3. Propose Creative Agreements
- 11 - Anchor with options
- 12 - Identify your interests, issues, and positions
- 13 - Make mutually beneficial agreements
4. Work to Build Collaboration
- 14 - Anticipate good reasons for saying no
- 15 - Use what you know
- 16 - How to get negotiations started
- 17 - Ask good questions
- 18 - How to advance stuck negotiations
5. How to Deal with Offensive Moves
- 19 - How people use offensive moves
- 20 - How offensive moves lead to defensiveness
- 21 - How to use turns to shift the dialogue
- 22 - Expect moves and prepare to turn them
Conclusion
- 23 - Next steps