Program Overview

The program will provide participants with an overview of the negotiation process and how gender has influenced negotiating styles and outcomes. The format will be interactive, and introduce a variety of negotiation tools and techniques that will enable participants to:

• assess their own personal style of negotiation and influence, determine strengths and weaknesses, and develop the means to address areas for improvement in a positive manner;
• develop a deeper understanding of the negotiation process and the skills required, and how to integrate these skills into their repertoire of managerial competencies.

Agenda

• Introductions
• Setting the Stage
  • Understanding the interplay between power, influence, and negotiation
  • How personality and EQ influence negotiation styles
• Gender and Negotiations
  • Low Goals and Safe Targets
    • Why do women set lower targets?
    • What is the confidence gap?
• Tools and Techniques for Effective Negotiation
• Assessing Your Own Style of Bargaining and Negotiation
• Case Studies
  • Small group exercises
• Creating Your Own Action Plan to Enhance Your Negotiation Skills
• Wrap-up and Evaluation