Being persuasive in management situations

Topic: Management & Leadership

Part A:

The term “negotiation” is used to refer to relationships with unions and management, customers and suppliers. These are explicit negotiations.

However, the term “negotiation” is less widely used in relationships between managers and staff. Nevertheless, certain situations involve negotiation, even if it is implicit.

Learning objectives:
Operational tools to help you develop your negotiating strategy:

  • How to clarify the concept of the win-win relationship.
  • What to prepare for your negotiations.

Part B:

If you want to negotiate with your coworkers, you need to develop a specific set of skills. As this is a long-term relationship, it is particularly important to conduct negotiations in a way that gives coworkers an opportunity to state their opinion and receive due recognition and consideration.

Learning objectives:
Operational tools to develop a "win-win" approach with your coworkers:

  • Distinguishing between positions and interests.
  • Concluding win-win agreements with your coworkers.

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Learning outcomes:

By the end of this 2-part module, you will be able to:

  • Identify negotiating situations. Once identified, you will then be able to prepare for your negotiations and make sure you deliver a win-win outcome.
  • Negotiate with your coworkers in a way that guarantees win-win agreements.

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