Critical to achieving results in today’s fast-paced, complex business world is the ability to negotiate effectively. Every day we negotiate with our internal colleagues and/or external counterparts over priorities, strategies, resources, responsibilities, budgets and contracts. Typically, these negotiations are not one-off transactions; they occur with counterparts with whom we have negotiated previously, and will again. Yet even the most experienced negotiators often assume that there is a tradeoff: either pursue the best outcome for me, or make concessions to build or preserve a good relationship. This tradeoff is false, and is just one of many common disempowering assumptions that lead people to behave, with both internal and external counterparts, in ways that impede negotiation effectiveness and sub-optimize the outcomes.
This webinar, based on the bestselling book "Getting to YES: Negotiating Agreement Without Giving In" and 30 years of training and consulting to corporations about the world, will focus on:
Surfacing and replacing the common disempowering assumptions in our thinking about negotiation that drive what we do at the table and produce suboptimal result.
Introducing a systematic and strategic approach to negotiation that enables negotiators to assertively and effectively pursue their business objectives while simultaneously building and maintaining positive working relationships.
Sharing best practices for making negotiation an organizational capability — not just an individual competency.