1. Introduction to Conflict & Negotiations
April 23, 2019
In this session we will lay a foundation for successful negotiation upon which the remainder of the program will be built. We will begin with an overview of perspectives on conflict, ways of assessing conflict, and ways of leveraging it for maximum organizational benefit. You will have the opportunity to discuss your own experiences of conflict, and how you have negotiated challenging situations, and learn from the experiences of others.
2. The Value of Conflict: Sources, Types, and Benefits
April 30, 2019
We will take a deep dive into conflict models, and look at historical and current perspectives. We will discuss research on conflict in organizations, and learn to identify where conflict comes from, how it can be categorized, and when and how it is valuable to organizations.
3. Conflict Styles Across Individuals and Cultures
May 7, 2019
Understanding one’s own conflict style, as well as how others might approach conflict, is a key skill in learning to effectively negotiate in business settings. We will complete a conflict style assessment, and discuss individual and cultural differences in addressing conflict. Topics will include the role of emotion in conflict, and options for flexing your style to meet others where they are.
4. Addressing Disagreements and Building Shared Understanding
May 14, 2019
One of the most important elements of negotiating challenging situations is having a toolbox of options for addressing different perspectives. This session will focus on advocating for your own perspective, as well as understanding others’ perspectives as a means of building shared understanding of what is important and what’s at stake.
5. Negotiation Basics: Styles, Strategies, and Types
May 21, 2019
This session will focus on negotiation fundamentals, including the language of negotiation, various negotiation styles, and when to use which approaches. We will discuss the negotiation process, from what to do before you even enter the negotiation, through the negotiation itself and post-negotiation follow-up. We will also practice basic negotiations using examples and a case study.
6. The Positives and Negatives of Influencing Strategies
May 28, 2019
In this session, we will dig into ways of influencing others, both positive and negative. Building on the work of leading researchers in the field, we will explore and practice identifying and using influencing strategies.
7. Salary and Career Negotiations
June 4, 2019
Most professionals will, at various point in their career, engage in negotiations focused on their professional growth, whether related to salary, title, or career development. This session will address these types of negotiations, including information about gender differences in negotiation styles, as well as practice with case studies.
8. Negotiating for Others
June 11, 2019
Many of us find ourselves negotiating on behalf of others, whether a work group, our department, our organization, or our clients or customers. This session will focus on our role as agents in a negotiation, and how we can collect and represent others’ interests. We will discuss multi-party negotiations