For those seeking to enhance their team’s skills in negotiation, conflict resolution, and partnership building, our Influence & Negotiation Workshop delivers the key tools and techniques in an intensive and immersive 1-2 day program delivered in person.

Each program is hosted by two facilitators and includes workbooks, pre and post workshop exercises, and real world scenario application.

While each program is tailored to the client’s environment, the overall flow is as follows:

Influence, Mutual Interest, and You.

Influence. What is it? How does it differ from communication or manipulation? The role of empathy and intelligence in being influential. Distinction between charisma and presence. Introduction of Mutual Interest Negotiation Theory and how it aligns more with innovation techniques than sales methodology. The challenges of modern algorithmic life and being able to deeply see other perspectives. Developing your personal reputation and a credible and capable influencer and negotiator.

Types of Power.

Breaking the idea of power as a singular concept. Deconstruct the many types of power available to individuals ranging from traditional rank authority through to expert power, channeled power, to moral power.

Aligning Motives for Access and Connection.

Building the basis for finding common ground and interests - the (true) motive of ourselves and of the other parties. Building awareness of our own goals and aspirations and how they can be used against us. Gathering open source and human intelligence on stakeholders to empathize and find pathways for access and connection with an extremely high signal-to-noise ratio.

Moving from Positions to Interests.

Understanding the difference between static, zero-sum positions with flexible, fluid interests. How to suspend our positions and value judgements to find common interests and work collaboratively toward a mutually beneficial outcome.

Framing and Priming for Agreement.

Practicing techniques in priming and framing to open a channel to collaboration, build trust, and work through difficult issues. Deploying stagecraft across all five senses and human proxemics (body language) to create environments that move participants towards agreements.

Deepening Partnerships for the Long Term.

Building organizational and personal systems to proactively reinforce partnerships, pre-empt issues of conflict, and generate opportunities for further collaboration with critical entities..

Workshop Style:

Each workshop integrates short burst lectures, video content, Q&A, digital polling, and paper-based group exercises. The one day workshop focuses on key skills that can be applied to any environment. The two-day workshop extends the learning experience with custom scenarios reflecting the real world working environment of participants. Pre-workshop optional podcasts and reading, and post-workshop deeper reading lists and resources are included for both the one and two-day workshops.