Power, Persuasion & Negotiation skills for Senior Managers

Kontext / Contexte

They say that "everything is negotiable", so why don't we all do it all the time?

Mostly that sense of intimidation we feel comes from the lack of knowledge... and there is clearly a 'best practice' way to go about it, so let's start at the beginning. By analyzing people's sources of power, we understand how to create additional power of our own and strip it away from our counterpart. Persuasion was written about as long ago as 500 BC by Aristotle who spoke of 'modes of proof' in his work on rhetoric. Walking into a marketing agency today and modes of proof are still spoken about! With the tools of power and persuasion should we immediately start out negotiation? NO! at least, not necessarily, because sometimes the best negotiation strategy is to not negotiate! surprised? come and learn more about it!

Zielsetzung / Objectifs

Knowledge
Participants understand:
- what is the negotiation process
- how power works in a relationship
- what is persuasion and how it can be used.

Skills
Participants will be able to:
- negotiate with structure
- be able to persuade other people
- bring a negotiation to a successful close.

Attitudes
Participants will:
- feel comfortable starting a negotiation
- not be distracted by common intimidation strategies
- empathize with the other party.

Inhalt / Contenu

1. What is Power and where does it come from?
2. How are we persuaded in the real world?
3. Uses of persuasion from marketing campaigns to small meetings
4. Negotiation: do we split the pie?
5. When to negotiate
6. How to negotiate
7. Opening the deal and closing the deal

Arbeitsformen / Approche méthodologique

- Clear methodology that is considered best practice in the field of negotiation;
- Carry out negotiations and persuasive challenges in a workshop environment.

Referent, Referentin / Formateur, formatrice

Dirk Daenen, MBA, MSc, professor, social entrepreneur and psychologist, TEDxLuxembourgCity organiser