Cramby River Consultants - Applied Negotiation

	Applied Negotiation A Half-Day Intensive Workshop Conflict in the work place doesn't always involve disputes between employees. Many conflicts are a natural consequence of doing business. Negotiating with suppliers or customers inherently involves conflict. Managing projects and programs requires dealing with internally conflicted interests. Lasting organizational changes can only result from considering and negotiating interests of all involved. We often think of business negotiations as a struggle to maximize financial outcomes. But the business world is not so simple. Financial outcomes are important considerations, but not the only important factors. Effective business partnerships between suppliers and customers, cross-functional organizations and tasking groups in projects are built upon relationships that come from wise negotiations. This workshop builds on the basic skills learned in The Principled Negotiation Process workshop, which focussed on employee disputes. The Applied Negotiation workshop addresses negotiation in a business context. Workshop Participants Will Learn:
		About negotiating in a business situation
		How to deal with difficult negotiators
		The elements of persuasion
		Cultural influences in negotiation
		Tactics for effective negotiation
	Who Should Attend?
		Managers who deal with cross-functional organizations for resources
		Managers and individual contributors who must deal with customers and suppliers
		Project and program managers who constantly rely upon and deal with internal and external resources
	Workshop Format This is a highly intensive, highly participative, half-day workshop. Cramby River workshops are designed with the adult learner in mind, and provide as much experiential learning as possible. Didactic material is balanced with interactive exercises, including case studies that are based on real-world situations. In this way, important concepts are reinforced through active participation and relevant problem solving. Additional reference material is available to participants in the form of white papers, reprints, additional case studies and bibliographies. Workshop Content A Review of Conflict and Principled Negotiation Negotiation Traps Conflict Management Dealing With a Power Imbalance Dealing With Difficult Negotiators Responding to Dirty Tricks A Five Step Response Communications Factors Message Content, Structure & Delivery Source Characteristics Receiver Factors Compliance Strategies Process and Content Interventions Breaking through Negotiation Barriers Going to the Balcony Stepping to the Other Side Reframing Building a Golden Bridge Using Power to Educate Power and Its Application Definitions of Power Sources of Power Application of Power: Strategies of Influence Using the BATNA to Advantage A Brief Review of Cultural Influences Cultural Pitfalls The Dangers of Assumptions Follow-Through

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