Negotiation Skills - Session 1: Introduction to Negotiations
Wednesday, Aug. 5, 2020, 4 – 6 p.m.
Negotiation Skills - Session 1: Introduction to NegotiationsRegister Online
WhereOnline
AddressClick here to register. A link to the event will be emailed to those that register prior to the event.
AudienceAdults
LanguageEnglish
SummarySignificantly develop your negotiation skills in this first in a series of five seminars. Registration required.
DescriptionLike most skills, negotiation performance is improved as you receive developmental (negative) feedback. Unlike most skills, however, it is inappropriate for a negotiation partner to provide feedback on your performance. For example, it would be inappropriate for your boss to tell you: “if you had just asked...I would have given you an additional $5k to your salary. You didn’t ask for it, and so you didn’t get it.” Obviously, your boss is reluctant to give you this feedback, and this reluctance to provide information about your negotiation performance makes it such that you are not improving your negotiation skills. Because you fail to receive negative feedback about negotiating, you might be using negotiation strategies that are ineffective or could be improved.

People tend to fall victim to the same basic errors when they negotiate. Each of these traps occurs because people are not fully prepared when they negotiate. We will discuss these errors and how to avoid them.

Most negotiations are either won (or not won) before you even start the negotiation due to being prepared (or not prepared). That is, most negotiators succeed because they have developed a systematic plan for their negotiation. We will discuss how to prepare for a negotiation, and you will receive a pre-negotiation plan template to use for your own negotiations.

By attending these sessions you will significantly develop your negotiation skills. They are designed to be relevant to a broad spectrum of negotiation problems that are faced by employees and organizational leaders during COVID and after COVID. Specifically, you will develop the necessary skills to discover optimal solutions to problems faced in negotiations, and the best means to implement those solutions.

Much of what you hear about what leads to successful negotiations is not accurate. You will be introduced to the various theories and processes of negotiation. We will discuss negotiation principles that are based on research from the fields of psychology, social psychology, sociology, industrial organizational psychology, and organizational behavior. 

These sessions will help you to:

  • Build confidence in your ability as a negotiator.
  • Prepare a systematic plan for negotiations.
  • Apply your understanding of negotiation concepts to evaluate your performance in negotiation.
  • Analyze the behavior and motives of negotiators in settings who have both competitive and cooperative elements.
  • Evaluate the costs and benefits of alternative actions in, before, and during your negotiations.

In the second hour of the event you'll have an opportunity to get specific questions answered in an “office hours” setting.  All sessions in this five part series will take place virtually. If you can’t attend a program in the series, these online workshops will be recorded and made available so you can catch up.

Session 1: Introduction to Negotiations – Wed, 8/5 4 - 6 p.m.

Session 2: Single Issue Negotiations - Wed, 8/19 4 - 6 p.m.

Session 3: Negotiations with Multiple Issues - Wed, 9/2 4 - 6 p.m.

Session 4: Influence Tactics and Advanced Negotiation Strategies - Wed, 9/16 4 - 6 p.m.

Session 5: Multiparty Negotiations - Wed, 9/30 4 - 6 p.m.
AccommodationsWe can provide accommodations for people with disabilities at Library events. Please contact leap@spl.org at least seven days before the event to request accommodations.
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