At the table
Negotiation toolkit, tactical empathy and office politics.
Half a day exploring negotiation in practice: your own style, tactical empathy, culture and power, real deals and building influence across the organisation.
- Level
- Explore
- Learning time
- 5 hours 30 minutes
- Where
- Influence, Persuasion and Negotiation
- Price
- £129
When you step up to a higher level, what you paid in the last 12 months for lower-level courses inside the bigger course comes off its price, in proportion to how much of each is inside it, whichever topic it's from. Courses at the same or a lower level don't give credit against each other. A Focus course or above always costs at least £15. Read the full terms
Certificate of Completion, or Certificate of Completion and Assessment with a short assessment
Overview and Outcomes.
Who It's For
Public service leaders negotiating deals, contracts and agreements
Overview
At the table is a half day exploration of negotiation in practice and influence across organisations. It begins with your own instinctive style on the Thomas-Kilmann dimensions and the preparation, process and tactics that distinguish good negotiators, including Kennedy's red, blue and purple behaviour. Chris Voss's tactical empathy follows, then negotiation across culture and unequal power with Hofstede, Hall and William Ury's third side. The programme moves into pay, procurement, contracts and collective agreements, and into everyday influence through stakeholder mapping, the pre-meeting and managing up ethically. A capstone reads the Good Friday Agreement and other recent cases together.
Aims
This programme aims to develop leaders who negotiate with discipline and empathy in real public service settings, adapting to counterparts and cultures, creating value in deals with lasting consequences, and building coalitions ethically so that agreements and influence hold over time.
In summary, you will be able to:
- Diagnose your own and a counterpart's negotiating style and adapt your approach across culture, power and distance without changing your substance.
- Apply preparation, tactical empathy and value creating trades to plan a live pay, contract, supplier or partnership negotiation.
- Build coalitions and manage up ethically, using stakeholder mapping, the pre-meeting and the disclosure test to separate influence from toxic politics.
What you'll develop
Across this Explore, you will develop the ability to:
- Identify your own default negotiating style among the five styles and explain the cost of over-using it.
- Plan a negotiation through the five phases, including interests, BATNA, reservation price and the full list of tradeable issues.
- Use mirroring, labelling, calibrated questions and the accusation audit in a difficult conversation.
- Distinguish the distributive and integrative elements of a deal, and create value by trading issues that each side values differently.
- Map stakeholders on a power and interest grid and plan how to engage each quadrant.
- Identify several frameworks operating at once in a live case and assess which one did the real work.
Built from 4 parts.
5 hours 30 minutes of learning.
- 01Before you sit downNegotiation preparation and tacticsBitesize2 modules
- 02Listening your way to yesTactical empathy, Chris Voss and negotiationBitesize2 modules
- 03Alliances and corridorsCoalition building and office politicsBitesize2 modules
- 04Persuasion at work, case by caseInfluence and negotiation case studiesBitesize1 module
Keep going.
Part of the Influence, Persuasion and Negotiation topic, also sold whole as Getting to yes, well.
Go deeper, and pay only the difference
- You are hereExplore, 5 hours 30 minutes, £129
- The whole topicImmerse, Getting to yes, well, 9 hours 30 minutes, £249. Already own the Explore? You pay £120.
When you step up to a higher level, what you paid in the last 12 months for lower-level courses inside the bigger course comes off its price, in proportion to how much of each is inside it, whichever topic it's from. Courses at the same or a lower level don't give credit against each other. A Focus course or above always costs at least £15. Prices per person. Read the full terms