Description:

Negotiation skills are at the highest rung of the emotional intelligence model. This course looks at the complexity of the human mind and the ways it may either help us or hinder us in our work with teammates, customers and stakeholders. Drawing up Shirzad Charmine’s book Positive Intelligence, you will identify your own saboteurs, that is, those inner voices that keep you stuck. We’ll explore the push/pull battle between our saboteurs and our inner sage voices. There will be an in-depth look at our individual saboteurs and ways to combat them.

Next, we will review each of the five negotiation styles to identify our default setting and the merits of each style depending on context. We will look at the differences between aggressive, assertive and passive behaviors and their impacts. Tips will be given on how to become more assertive and less aggressive. We will move on to discuss what an impasse looks like and how to arrive at points of mutual interest and agreement.

Objectives:

By the end of this course, you will be able to:

• Recognize your Saboteur(s) that can derail you at work and get better results through better self-management
• Recognize your go-to negotiations style and the benefits of other styles
• Develop or rein in your assertiveness
• Name the resistance to agreement
• Focus on mutual interests
• Generate options

Target Audience: Staff or management

Skill Category: Communication, Leadership Development, Interpersonal Skills, Conflict Management

Delivery: Virtual and In-person options

Prework: PQ Assessment administered prior to class