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Negotiating Skills for Work and Life
Participants will have an increased understanding of and be better able incorporate into their negotiating skill set the following:
- Negotiating philosophy, approach and standards.
- Win-Win v Win-Lose
- Interest based
- Negotiating as a “team sport.”
- Rights of the parties.
- Defining the use of time information and power in negotiation
- The elements and use of the following types of “power."
- Legitimacy
- Competition
- Weakness/helplessness
- Risk Taking
- Patience
- Commitment
- Investment
- Teamwork
- Expertise
- Identification
- Respect/dignity
- Needs v interests
- Reward and consequences
- Traveling
- Honesty, sincerity and integrity
- Trust
- Imagination/creativity
- Courtesy
- Feedback
- Permission
- Instinct
- Persistence/tenacity
- Morality/ethics
- Precedent
- Attitude
- The elements and use of the skills and strategies for:
- Persuasive capacity
- The arts of questions and listening
- Proper use of “yes”, “no” and “perhaps.”
- Use of agendas (both apparent and hidden).
- Dealing with denial
- Bundling/packaging
- What can (and probably might) go wrong and how to fix it.
- “Supposals” v proposals.
- Impasse.
- Mediation.
- Interest arbitration.
- Tentative agreement(s).
- Communication glitches.
- Memorializing the agreement.
Overview of the webinar
Everyone negotiates. And if you really think about that there are some of us who do it every day, all day long! But that doesn’t always mean they or we are doing it correctly because too many of us are not as aware of how we might have negotiated differently, or even better to achieve our interests and needs for a better negotiated outcome. This is because we do not all understand the factors and dynamics involved in exactly what it means to successfully negotiate. So, as a result we presume that just because we got some of what we desired and achieved some sort of agreement or even any agreement at all that it’s then perfectly alright to continue walking through life smiling and in blissful ignorance without reflecting back on how we might have done better for ourselves or those we represent.
But regardless of where you currently are on the knowledge and practice of negotiation spectrum this webinar can heighten your awareness about what it truly means to effectively negotiate and positively change all of that for you!
Who should attend?
- All level managers
- Supervisors
- Executives
- Board and/or commission members
- All Levels of both in-house and outside counsel
- All levels of Union representation and officers (stewards, Business Representatives, Business Managers, Presidents, and all officers/ board members)
- All levels of Human Resources and specifically labor Relations
- All levels of security personnel/staff
- Organizational or external Investigators
- Ombudspersons
- Mediators (Internal and External)
Why should you attend?
Is your negotiation skill set all it can be? How effectively is your use of the twin arts of listening and questions? Do you have buyer’s remorse and a bad case of the “would of, could of, and should haves” the morning after your negotiation? Do you know how and when to apply the factors of time, information and power to your negotiation? Can you identify and know how and when to use all of the more than 30 kinds of power to make your negotiation as successful as it can possibly be?
And how to bring and keep the other party interested enough to come to and stay at the table until agreement is reached. Or what about impasse and how do you handle/respond to it? How well do you productively respond to emotional outbursts or someone trying to hijack the negotiation away from its real purpose?
Faculty - Mr.Bob Oberstein
Bob Oberstein has over 51 years of Labor/Employee Relations experience on all sides of the labor-management table including as a neutral (arbitrator, mediator) in both the public and private sectors. He has served as a Commissioner, Maricopa County's Judicial Merit System Review Commission; Member, City of Phoenix Fire and Police Pension Boards; and Member/Chairman, City of Phoenix Civil Service Board. He is also the recipient of the Federal Mediation and Conciliation Service (FMCS) Director's Certificate of Recognition for Achievement in Promoting Positive Labor-Management Relations. Bob has served as Director, of the Labor Management Relations Program at Ottawa University, Phoenix (OU), Arizona where he taught conflict resolution, grievance processing, arbitration, and negotiation among other courses. He also served OU as Ombudsman for all student, faculty, and support disputes as well as the Disabled Student Liaison and received recognition in "Who's Who Among America's Teachers.