Negotiating With Limited Authority

Seminar Outline:

In the old days, if you weren’t the boss you were a peon whose only job was to follow orders. These days, most organizations employ flat, team-based models that elevate the status of the individual while at the same time creating some confusion about who is actually in charge. How can you gain a level of influence in a situation or a group when you have not been given the authority to give direct orders? If you are just one member of a team, how can you enhance your ability to determine the outcome of programs or projects under consideration by your group?

Our Negotiating with Limited Authority seminar was created to help you find your way in this new, collaborative culture. This one-day, highly interactive training course will help you communicate and negotiate successfully both within your team and also across boundaries with other working groups, team leaders and supervisors. Building on small group activities and videotaped role-plays, as well as discussion of individual case studies, the class affords you with the opportunity to receive real-time practice with your new skills, and receive immediate feedback that helps you gain confidence as you learn.

Seminar Objectives:

Participants in the Negotiating with Limited Authority seminar will learn to:

• Establish credibility that will lead to greater influence.
• Create a collaborative work environment that will lead to effective negotiations.
• Understand and work with the behavioral styles of others on the team.
• Sell your ideas and implement change successfully.
• Build trust in relationships up, down and across the organization.
• Project self-confidence without being pushy in the negotiations.
• Identify assets, blind spots and hidden biases.
• Apply a "win-win" negotiating model to resolve difficult conflict situations.
• Manage commitment and "ownership" to get satisfactory negotiation results.
• Lead a negotiation, even when not technically in charge.
• Harness the negotiations power of a positive image.
• Align the support of others before and during the negotiation.