CANCELLED: FLF: Why Don’t We Say Yes? 21st Century Negotiating (17WL33-15)
Description
This practical, interactive course prepares participants to negotiate
using traditional skills adapted to today’s realities. It focuses on
proven, fundamental principles of negotiating while considering
game-changing issues like globalization, trust, culture, technology,
brain science and even political correctness. In particular, it helps
participants understand why people say no when they should say yes and
vice versa.
Learning Objectives
Why don't the good old fashioned negotiation tricks work so well any
more Changing times demand changing approaches
The business world is
more diverse, global, connected and complex than ever
Also, we know
more about how people "tick" - mentally and emotionally
This course
brings that knowledge to bear against the new challenges - and helps
generate better negotiation outcomes
The course is taught by 130498, a
BLI Senior Fellow, marketing consultant, and a faculty member at the
Johns Hopkins Carey Business School
Major Topics
Why does traditional negotiation fail
It emphasizes manipulation - the use of power
It assumes there are right and wrong "formulas" or words
It assumes everybody is alike
It ignores cultural, demographic and gender differences
It ignores differences in personality, experiences and needs
This course assumes negotiation is about.
Meeting needs
Listening and discovery
Tracking energy flows
Understanding what's in your negotiation "partner's" head - and yours
