The People Side of Negotiating

When:

  • May 14, 2018 from 8:30am to 4:30pm

Who:

If you are on the front line conducting negotiations or are a member of the "support team", you must understand the negotiating process as well as the needs, interests, personalities and politics involved. Whether this is your first exposure to negotiating training or even if you have taken negotiating courses in the past, this workshop is intended for all professionals who wish to gain a further understanding of the process and the people involved to reach better outcomes.

What:

This seminar will provide participants with an understanding of the human aspects of negotiating and will introduce them to the skills required to manage the negotiating process and achieve agreements.

Topics will include:

  • Negotiation approaches: the continuum from zero-sum to win-win
  • When to Negotiate, when not to.
  • Guiding principles for negotiating.
  • clarifying interests, issues and positions.
  • Communication skills in negotiating: Listening, questioning, managing emotions.
  • Probing for interests of the other person.
  • Negotiating the process.
  • Creating options.
  • Measuring the outcomes of the negotiation.
  • How constituents, stakeholders and bystanders matter.
  • Power in the negotiating relationship: Ways to analyze and increase your power.
  • Your best and worst alternatives to negotiating (BATNA/WATNA)

Instruction will involve short presentations, case discussions, practice negotiations and video clips. Participants will be fully engaged throughout the program.

Registration Fee includes beverages and snacks.

Instructor(s):

Nadine Ryan Bannerman, M.Ed

Nadine Ryan Bannerman, M.Ed (Adult Education) has worked with the Centre for Creative Negotiating for more than 25 years as a facilitator, coach and consultant specializing in conflict resolution and negotiation. Nadine has coached numerous leaders and facilitated in the oil and gas industry for most of the major oil and gas companies, in the finance, academic and health care sectors, for entrepreneurial organizations and has facilitated internationally (US, Mexico, Singapore). She has also completed training in Advanced Negotiations through the Harvard University Negotiations Project Program of Instruction for Lawyers.


CAPL Credits: 6 Credits
AAPL Credits: 6 Credits
Fee: CAPL Member $325 plus GST
  Non-Member $425 plus GST
This course is Complete.