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Whenever we attempt to influence another
person through an exchange of ideas or something of value, we are
negotiating. While we may think that “just talking” is low risk,
successful negotiation requires preparation. The risks of being
unprepared are high. If we have not identified criteria and set a
benchmark for agreement, we will not know when to agree. In “Negotiating
With and Influencing Others”, participants create a systematic approach
to negotiation built on seven key elements of successful negotiation of
the Harvard Negotiation Project.
Participants learn how to use the influence
model, confronting the people issues, balancing emotion and reason. They
confront questions of the commitments they should seek and whether they
are ready to listen and speak effectively. |
