Negotiation Strategies: Aim for the Win-Win

No two negotiations are the same. Political (internal or external), economic, environmental, personal and or a variety of other factors will present themselves in different ways in different negotiations. You cannot control these variables, no matter how talented a negotiator you are. Deploying a combination of hostage and corporate negotiation style techniques, this workshop will deliver training on how to influence and persuade one’s counterparty, how to prepare for the pending negotiation, how you present yourself as a negotiator, and how you offer acceptable solutions that, ultimately, work for all parties.

This half-day workshop is learning and content heavy, delivered interactively over zoom. The session will include relevant research and techniques on how to apply tactical corporate and hostage style negotiation techniques to engagements with new and existing research partners, potential employers, peers, institutions, leaders, direct reports and beyond.

• Strategic networking
  • Why building mutually beneficial relationships are critical to successful negotiations.
• Conflict management.
  • Controlling your emotions and resolving differences.
  • FBI training and hostage negotiation techniques.
• Negotiation styles
  • Identification of each participant’s natural negotiation style.
  • Learn how and when each negotiation style is best used.
  • Learn to identify your counterparty’s negotiation style and how to best engage and influence that style.
  • Role play and case studies.
• Persuasion & Influence
  • Behavioral psychology influence tactics.
  • Role plays and case studies.
• Negotiation Strategies.
  • The ZOPA (zone of possible agreement), BATNA (best alternative to no agreement), anchoring, first offer, leverage, and several other negotiation strategies will be reviewed

Facilitator

Joanna Shea

Joanna Shea has over 17 years of commercial and project negotiations experience in the natural resource, utilities, and infrastructure sectors. During that time, has led over $2B worth of acquisitions, divestments, and contract negotiations. She has project managed and negotiated agreements linked to over $1B in capital projects in both Canada and the United States and held senior leadership roles in negotiations, project management, resource development and organizational restructuring. Joanna has a BCom from St. Francis Xavier University, is a graduate of British Petroleum’s intensive in-house Conflict and Negotiations training course, holds a Graduate Certificate in Project Leadership from Cornell University and a Graduate Certificate in Negotiations from the Harvard School of Business. She is a co-founder of the Negotiations Collective.