Join LEAD International’s Director of Global Training, Steve Collins, to explore what is needed to “Create Desirable Outcomes in Negotiations and Conflicts.” Steve has spent the last thirty years focusing on leadership and business development in a variety of global locations. He spent 8 years in China as a Foreign Expert and Regional Director for a US based consulting company and then 16 years in the Middle East leading a business development and consulting company. Currently based in the US, he supports LEAD’s affiliates and clients to develop their current and future leaders.
Each of Steve's training and consulting projects has provided a unique opportunity to learn together. Some of those learning opportunities include helping Red Cross workers transition from the Balkan Wars, young leaders in Lebanon learn how to lead in a crisis, airline staff in the Middle East adopt a new strategy, multi-cultural embassy staff develop team building skills, and middle managers in China integrate into multinational organizations.
In this course we will explore the dynamics of conflicts and negotiating situations and present proven approaches from management classics like Getting to Yes and Crucial Conversations. You will use your own experiences to identify your negotiating tendencies and preferences. We will apply principles of behavioral science to develop effective and persuasive arguments that can overcome common barriers erected by both sides in a negotiation. A number of case studies and exercises will help you develop both the right perspective and right approaches to deal with a variety of negotiating styles and situations.
By the end of the course you should be able to:
· Understand the dynamics of conflicts and the negotiating process
· Apply approaches that enable you to protect relationships and identify solutions that provide mutual benefits
· Gain understanding of personal negotiating tendencies and principles of behavioral science
· Develop action plans to implement an effective negotiating strategy
Principles and Best Practices
Videos and articles enable participants to engage concepts and practices at their preferred pace and in manageable chunks.
Reflection and Assignments
Reaching your leadership potential requires a lot more than just gaining knowledge about leadership. Participants will be challenged to think deeply about their own experiences and immediately apply what they are learning.
Individual Coaching
Participants will receive a coaching session at the completion of the course to share what they are learning and develop action plans.
Example Curriculum
- Video: Positional vs. Principled Negotiation (5:20)
- Case Study: Focus on Interests, Not Position
- Video: Make It Safe (5:31)
- Video: Behavioral Preferences (14:47)
- Exercise: Negotiating DISC Style
- Video: Learning From Cross Cultural Negotiations (5:35)
- Exercise: Negotiating Across Cultures
- Review Quiz
- Assignment: Strengthening A Relationship
- Application: What Did I Learn?
- Video: The Power of BATNA (5:33)
- Exercise: Who Has the Best BATNA
- Article: Dealing with Unprincipled Negotiators
- Video: Lessons from a Hostage Negotiator (3:49)
- Video: Navigating Messy Situations (4:46)
- Case Study: Stuck in the Middle
- Review Quiz
- Assignment: Developing Team Practices
- Application: What Did I Learn?
When does the course start?
You can begin the course anytime.
How long does the course last?
You determine the pace. You have access to the course content for one year after enrollment.
How are coaching sessions scheduled?
As you approach the end of the course, just message us and we will schedule a mutually convenient time. The coaching session is scheduled for 30 minutes but we sometimes go longer.
How can I get additional information?
Please email your questions to [email protected].
