Program Details
Negotiations & Influence
Day 1
Fundamental Negotiation Concepts
- Learn fundamental concepts to use in every negotiation
- Discover how to plan and prepare for a negotiation
- Understand how expectations impact a negotiation
Exercise #1: Fundamental Negotiation Concepts in practice
Integrative Negotiations
- Learn why you should work towards integrative (value based) agreements
- Discover how to build trust and develop relationships
- Uncover the other party's interests: how to ask and not ask questions
- Avoid communication irritators
- Build long-term relationships with the other party
- Identify and diffuse gambits (dirty tactics such as good cop/bad cop)
Exercise #2: Integrative Negotiations in practice
Multi-Issue Negotiations
- Learn how to manage a multi-issue negotiation
- Understand skills of effective negotiators
- Discover how to create value
- Learn about post settlement settlements
- Appreciate how and when to present a proposal and counter-proposal
Exercise #3: Multi-Issue Negotiations in practice (scorable, to assess how well you create and claim value)
Self-Assessment #1: Thomas-Kilman Conflict Instrument
- Understand and utilize your innate negotiation style
- Learn to work with those who have a different style
Day 2
Team Based Negotiations and Preparation
- Discover how to manage complex team dynamics
- Learn skills for negotiating within and between teams (internal vs. external negotiations)
- Understand how to manage conflict and perceived power differences
- Identify how to work with difficult others
Exercise #4: Team Based Negotiations with issues of power and conflict in practice
Cross Functional Teams
- Develop a strategy for managing informational, procedural, strategic and social complexities
- Facilitate and manage the negotiation process (agenda, ground rules, decision rules, etc.)
- Create a super-ordinate goal and gain buy-in
- Importance of discussing the "no agreement alternative"
- Build a visual matrix
- Revisit the post settlement settlements
Exercise #5: Cross Functional and advanced negotiation skills exercise
Self-Assessment #2: The Keirsey Personality Inventory
- Understand your social personality and teamwork effectiveness
- Recognize others' social styles to work more effectively in team environments
Day 3
"Shadow" Negotiations: power, politics, coalition building, and agency issues
- Learn the importance of "shadow" negotiations (negotiations that occur away from the table prior to an “official” negotiation), how they operate and influence the negotiation outcome.
- Understand how and why coalitions are built, the positive and negative consequences of forming a coalition with colleagues, the instability of coalitions as well as “first mover advantage” in coalition formation.
- Recognize how agents and other parties outside of the immediate negotiation can wield influence and alter the “expected” negotiation process.
- Gain an understanding of how to build trust and why trust is important to maintain long-term relationships.
- Understand the importance of uncovering hidden interests to move parties toward problem solving and away from positional bargaining.
- Identify strategies to build power and determine which tactics yield the most influence with team members; discover how perceived power impacts a negotiation.
- Discover how emotions impact negotiation behavior and how to manage their own as well as the other parties’ emotions.
- Gain knowledge of how others may perceive their behavior and understand the importance of observing the other parties’ behaviors both prior to and during the official negotiation; recognize signs of loyalty and betrayal.
- Appreciate the ethical implications for their behavior and the impact of other’s perceptions of honesty on their reputation and future encounters.
- Discover how phone and face-to-face negotiation interactions differ and which strategies are most effective for each type of medium.
Exercise #6: “Shadow” Negotiations in practice:
- Part 1: Shadow Negotiating: Pre-exercise phone and e-mail communication
- Part 2: The Press Party: Informal Negotiations
- Part 3: Crisis Meeting: Resolution
Investment Management Consultants Association (IMCA) has pre-approved this program for 14 hours of CIMA®, CIMC®, and CPWA® non-IMCA-sponsored continuing education credit. To report non-IMCA-sponsored CE to IMCA, visit 