This practical, interactive course prepares participants to negotiate using traditional skills adapted to today’s realities. It focuses on proven, fundamental principles of negotiating while considering game-changing issues like globalization, trust, culture, technology, brain science and even political correctness. In particular, it helps participants understand why people say no when they should say yes and vice versa.
Course ID: 21CNEG
Why Don’t We Say Yes? 21st Century Negotiating
Learning Objectives
- Identify the limitations of traditional negotiation techniques and explain why they are less effective in today’s diverse, global, and interconnected business environment.
- Analyze how cultural, demographic, and personality differences influence negotiation styles and apply strategies that foster trust and effective communication across these differences.
- Apply negotiation approaches that focus on meeting mutual needs, building trust, and leveraging emotional and behavioral insights to achieve more sustainable outcomes.
- Analyze the role of technology, globalization, and shifting social norms in shaping modern negotiation dynamics and adapt negotiation strategies to align with these evolving factors.
- Select a personalized framework for preparing and conducting negotiations that integrates both analytical reasoning and emotional intelligence to improve decision-making and results.
Major Topics
- Why does traditional negotiation fail
- It emphasizes manipulation – the use of power
- It assumes there are right and wrong “formulas” or words
- It assumes everybody is alike
- It ignores cultural, demographic and gender differences
- It ignores differences in personality, experiences and needs. This course assumes negotiation is about
- Meeting needs
- Listening and discovery
- Tracking energy flows
- Understanding what’s in your negotiation “partner’s” head – and yours
- Building trust
Who Should Attend
Anyone who might find themselves in negotiations, especially anyone in a leadership role
Fields of Study
Communications and MarketingPrerequisites
Negotiation/Relationship building experience