Friday, May 23, 2014

Jun: Critical to Achieving Business Results: Effective Negotiation (Chief Learning Officer)

 June 3, 2pm EDT

Critical to achieving results in today’s fast-paced, complex business world is the ability to negotiate effectively. Every day we negotiate with our internal colleagues and/or external counterparts over priorities, strategies, resources, responsibilities, budgets and contracts. Typically, these negotiations are not one-off transactions; they occur with counterparts with whom we have negotiated previously, and will again. Yet even the most experienced negotiators often assume that there is a tradeoff: either pursue the best outcome for me, or make concessions to build or preserve a good relationship. This tradeoff is false, and is just one of many common disempowering assumptions that lead people to behave, with both internal and external counterparts, in ways that impede negotiation effectiveness and sub-optimize the outcomes.