Studies show that managers and supervisors spend up to twenty-five percent of their time negotiating and resolving conflicts. Therefore, the success of these managers and supervisors and the success of their organizations rest heavily on developing effective negotiating skills.
In this workshop, managers and supervisors will learn how to more effectively motivate their employees, to resolve conflicts, and to make sure that the messages they want to get across are the messages received. Workshop participants will be able to observe every aspect of the negotiation process, from initial contact to closing and then improve on them.
Experiential simulations along with constructive and focused peer feedback are used to facilitate the learning of effective negotiating skills. Interactive case studies and simulations allow participants to try out their negotiating skills, examine the assumptions underlying their negotiating strategies, and practice more effective strategies.
What You Will Learn
- Identify your preferred negotiating style and have more confidence in when to use it and when not to use it.
- Develop greater flexibility in choosing the best negotiating style for each particular negotiation.
- Know how to gain a better understanding of the other person's needs.
- Know when to confront conflict and when to ignore it.
- Know how to change a lose-lose situation into a win-win relationship.
- Know how to get genuine commitment by setting mutually beneficial goals.
You Will Receive
Participants will receive a copy of Dr. Brad McRae's best selling book The Seven Strategies of Master Negotiators: Featuring real-life insights from Canada's top negotiators, plus a copy of the Master Negotiator's Workbook and 18 negotiation newsletters.
Master Negotiator Workbook
Negotiation is a complex symphony of skills and strategies. The Master Negotiator Workbook will help you look at all of the important facets of your negotiations before - not after your negotiation - so that you come to the table as well prepared and as confident as possible.
Day 1 - registration/check-in will start at 8:00 a.m. with sessions to begin at 8:30 a.m. and adjourn at 4:00 p.m. Day 2 will commence at 8:30 a.m. and adjourn at 4:00 p.m.
Day 3 will commence at 8:30 a.m. and adjourn at 12:00 p.m.There will be a 15 minute mid-morning and afternoon coffee break. This course includes lunches, refreshment breaks, seminar materials and a certificate of completion.
Brad McRae is the Director of the Atlantic Leadership Development Institute in Halifax, Nova Scotia and Kingston, Jamaica. Brad has a doctoral degree in Counseling Psychology from the University of British Columbia and a baccalaureate and master's degree from California State University. He is a registered psychologist, consultant and best-selling author. He was trained in negotiating skills at the Project on Negotiation at Harvard University and in Leadership at the Harvard Business School and Decision Making at the Harvard Kennedy School of Government. In addition, Brad learned career development skills from Richard Bolles.
He has taught at the British Columbia Institute of Technology in Vancouver, at Carleton University in Ottawa and at Saint Mary's University and Dalhousie University in Halifax. He was also a subject matter expert in negotiating and influencing skills at the Pearson International Peacekeeping Centre. Brad gives over 100 presentations a year and has lectured across Canada and in the United States, Australia, Mexico, Africa, England and the Caribbean.
He is also the author of ten books: How to Write A Thesis and Keep Your Sanity; How To Study For Comprehensive Exams and Keep Your Sanity; Practical Time Management: How to Get More Done in Less Time; Envisioning Your Perfect Career; Negotiating and Influencing Skills: The Art of Creating and Claiming Value; The Seven Strategies of Master Negotiators, The Seven Strategies of Master Presenters, From our Grandmother's Lap: Lessons for a Lifetime, and The Seven Strategies of Master Leaders: Featuring Key Insights from 32 of Canada's Top Leaders. Brad is also the editor of The Atlantic Leadership Development Institute Newsletter.
"This course provided an excellent opportunity to learn more about the process of negotiation and to improve my performance at it. I recommend the course highly."
"Easy, non-threatening classroom dialog."
Applies Towards the Following Certificates
- The Art and Practice of Leadership Development Certificate Program : Electives (choose one)