Negotiating with Finesse

Negotiating with Finesse

Friday, October 4, 2019

The Enterprise Center at Salem State University

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This course examines ways we can build a productive dialogue in both our day to day interactions and formal negotiations.
At its core, understanding and applying negotiation principles help us communicate constructively, create a positive frame of reference, and help open up as many options as possible.  We will learn to create a conversation around designing a complete list of possible options before jumping to what may be premature and insufficient immediate solutions. When people trust each other, they are more likely to communicate accurately their needs, positions, and the facts of the situation.  In contrast, when people do not trust each other, they are more likely to engage in positional bargaining, to use threats, and to commit themselves to tough positions.
We will look at how to assess and understand the feelings and attitudes of all parties, and how they may bias our interactions while negotiating.  This workshop is designed to provide many opportunities to practice these skills using actual scenarios including an invitation to discuss your own real-world situations for immediate takeaways.
Module One: Getting Started

• Workshop Objectives

Module Two: Understanding Negotiation

• Types of Negotiations
• The Three Phases
• Skills for Successful Negotiating

Module Three: Getting Prepared

• Establishing Your WATNA and BATNA
• Identifying Your WAP
• Identifying Your ZOPA
• Personal Preparation

Module Four: Laying the Groundwork

• Setting the Time and Place
• Establishing Common Ground
• Creating a Negotiation Framework
• The Negotiation Process

Module Five: Phase One — Exchanging Information

• Getting Off on the Right Foot
• What to Share
• What to Keep to Yourself

Module Six: Phase Two — Bargaining

• What to Expect
• Techniques to Try
• How to Break an Impasse

Module Seven: About Mutual Gain

• Three Ways to See Your Options
• About Mutual Gain
• Creating a Mutual Gain Solution
• What Do I Want?
• What Do They Want?
• What Do We Want?

Module Eight: Phase Three — Closing

• Reaching Consensus
• Building an Agreement
• Setting the Terms of the Agreement

Module Nine: Dealing with Difficult Issues

• Being Prepared for Environmental Tactics
• Dealing with Personal Attacks
• Controlling Your Emotions
• Deciding When It’s Time to Walk Away  39

NOTE: A parking permit will be emailed to all registered/paid participants shortly before the class date. 
REFUND POLICY:
In-Person Class Refund Policy: 100% refund before the first class meeting; 50% before the second class meeting. No refunds after the second class meeting.

Presenter

Jim Ognibene, M.Ed.

Jim Ognibene is a People Enabler, Career Coach, and Organizational Improvement Catalyst. He is the founder and owner of Visioneer Consulting, LLC, established in 2017. With nearly three decades of full-time experience in Talent Development, Jim partners with new and seasoned managers in small to mid-sized organizations to help them succeed, grow, and lead with impact.
As a Certified Career Transition Coach (CCTC), Jim has guided more than 100 clients through his signature Career Exploration Intensive, a five-session, focused self-discovery process that helps individuals transition into careers aligned with their values, strengths, and lifestyle goals.
Over his career, Jim and his teams have designed and delivered programs in leadership development, teambuilding, agile management, and customer service, to name a few. Personally, Jim has facilitated more than 1,600 workshops—both in person and virtually—helping thousands of professionals unlock their potential. He co-designed and directed an eight-month Emerging Leader Program that equipped 25 high-potential employees with supervisor and leadership competencies, and he has led numerous workplace engagement initiatives that strengthened cohesion during times of organizational change.
Early in his career he served as a high school Business Education Teacher, where he taught Accounting, Marketing, and Economics for three years. His academic foundation includes a Bachelor of Science in Business Administration (Marketing) from George Mason University and a Master of Education in Instructional Design from the University of Massachusetts, Boston.
Jim is an active member of the Career Counseling Consortium, Career Thought Leaders, Coaches Rising, OD Network, Salem Chamber of Commerce, and the Boston Facilitators Roundtable.
Based in Salem, Massachusetts, where he has lived for 20 years (after 15 years in Boston and his early years in Merrick, NY), Jim finds balance through his lifelong passion for photography, capturing the interplay of light and shadow. He also enjoys gardening, biking, hiking, and walks along the ocean shoreline—especially at sunset.

Jim Ognibene, M.Ed.

Principal
Visioneer Consulting

Email

jim@visioneerconsulting.com

Website

www.visioneerconsulting.com