SN002
Strategic Negotiation
Course Fees: $2,995.00
We offer a 9.6% discount for leadership groups larger than 5 people from any single organization.
We offer a 9.6% discount for leadership groups larger than 5 people from any single organization.
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Eleven Ten Institute’s Business Professional Development Program for Senior Managers, Entrepreneurs, Small Business Owners and their teams (BPD Program).
In British Columbia, small businesses employing 50 people or less comprise 98% of all business and 30% of the province’s gross domestic product. Small and start-up businesses face unique challenges concerning capacity building around human resource management, strategic management, business planning, sound process and healthy financial outcomes. The BPD Program uses a combined relationship and systems-based approach to examine business structures, processes, and functions within an organization and its leadership. Learners, both new entrants to the business world and seasoned professionals, will experience a deep exploration of personal strengths and values as they harness their business acumen to inspire and lead others to innovative business solutions. The goal is to become an effective leader who strategically aligns organizational objectives with individual development so that both roads lead to outstanding performance.
Subject Overview: Fundamental Strategic Negotiation Skills
Term
The Fundamental Strategic Negotiation Skills program begins June 1st 2021. It is limited to 12 participants at any one time and requires a commitment of one evening (three hours) per week over the course of eight weeks (24 hours in total).
Subject Purpose
The overall purpose of this subject is to ensure participants create long-lasting behaviour changes and measurable results by mastering performance through knowledge, skill and discipline that will allow them to increase their everyday negotiations, get stronger communications and insight into human nature, and gain essential strategies to negotiate with influence and prepare for success.
Every organization’s success is determined by negotiation tactics used by its agents, be they a dedicated manager(s) or an owner operator(s). This program is designed for early and mid-career leaders who seek to grow their negotiation skills for the benefit of their careers and organizations.
Financial success is directly affected by the negotiation strategies implemented, and in today’s highly competitive business landscape where every business is trying to outperform their competitors, it is extremely important for business professionals (at all levels) to develop a good understanding of negotiation strategies and how that helps them in building and sustaining financially lucrative multi-purpose contracts in the contemporary market while acting in an ethical and socially responsible manner.
Every organization’s success is determined by negotiation tactics used by its agents, be they a dedicated manager(s) or an owner operator(s). This program is designed for early and mid-career leaders who seek to grow their negotiation skills for the benefit of their careers and organizations.
Financial success is directly affected by the negotiation strategies implemented, and in today’s highly competitive business landscape where every business is trying to outperform their competitors, it is extremely important for business professionals (at all levels) to develop a good understanding of negotiation strategies and how that helps them in building and sustaining financially lucrative multi-purpose contracts in the contemporary market while acting in an ethical and socially responsible manner.
Subject Summary
Using the following nine (9) modules, this Fundamental Strategic Negotiation Skills program is designed to help participants understand and demonstrate skills in negotiation preparation, group and individual negotiation strategies, and the role of cultural diversity and ethics in negotiations.
Module 1: Understanding the Science and Psychology of Negotiations
Learn when negotiations are taking place (rather than discussions) who the participants and topics are and what the latest research indicates. Learn about the differences between bargaining vs integrative negotiation vs 3D negotiations.
Module 2: Preparing for Negotiations – Blue Team
Understand your goals, options for success, time pressures and the issues at play. Learn how to assess your ZOPA (Zone of Possible Agreement), your BATNA (Best Alternative to a Negotiated Agreement), your WATNA (Worst Alternative To A Negotiated Agreement)
Module 3: Preparing for Negotiations – Red Team
Understand your counterparts’ goals, options for success, time pressures and the issues at play. Learn how to assess their ZOPA, their BATNA, their WATNA.
Module 4: Designing a Negotiation Plan
Learn about the catalysts and barriers to agreement. Understand the interplay of multi-factor negotiations where complexity science dictates outcomes. Learn how to create your negotiation plan and who should be on your team.
Module 5: Entering the Room – Mastering Delivery
Learn the three phases of negotiation as well as practical tactics and strategies. Understand how to use various negotiation styles, emotions, interpersonal dynamics and persuasion techniques through negotiation simulation.
Module 6: Third Party Interest Groups
Understand the role of, and how to manage, the media and other interest groups when engaging in complex negotiations.
Module 7: Crafting Agreements
Learn what factors can be negotiated away and what must remain for a successful agreement. What psychological factors must be taken into consideration during this phase.
Module 8: Post Negotiation Phase
Understand the role of implementation and compliance and learn how to ensure that negotiated agreements are executed as understood.
Module 9: Cross Cultural and Crisis Negotiations
Learn how to negotiate with cross cultural sensitivity and international contexts. Learn how to negotiate in crisis situations.
Subject Learning Outcomes
Upon successful completion of this subject, participants will be able to assess their current knowledge, skill, and discipline of strategic negotiation, applying the lessons from the course immediately to their professional and personal interactions. The participants will have:
The confidence to represent their organization in formal negotiations
The ability to generate value from uncommon starting points
The ability to decide whether to enter into negotiations or not
The ability to determine what the range of possible negotiation outcomes will be
The confidence to set negotiation goals
The skills to effectively prepare for negotiations
Understanding as to the nuances of cross cultural and crisis negotiations
Greater ability to create value added, win-win solutions.
Certification Qualifications
Each participant will receive a Certificate of Completion from The Eleven Ten Institute for mastering negotiation strategies fundamentals. This Certificate of Completion represents 20% of the BPD Program fulfilment.
Summary of Assessment Tasks
The evaluation criteria used for this course are represented below. Specific course evaluation information will be provided by the instructor at the start of the course.
Criterion % of Final Grade (may be represented as a range):
Criterion % of Final Grade (may be represented as a range):
40% - Course work (activities, assignments, essays, reports, etc.)
20% - Quizzes and exams
40% - Simulations/Lab Attendance/Participation (in class or online)
100% - Total
Instruction
Tara Dobbs
Tara Dobbs is an experienced entrepreneur and is in demand for her expertise in building high performing, strengths-based workplace cultures. Tara left her successful career in the financial services industry in order to help her father run his disaster restoration business while he battled liver cancer. Tara took over and successfully ran the multi-million dollar business for eight years after her dad passed away before winding it down due to changes in the insurance industry. While working as a corporate recruiter Tara discovered the impact positive psychology was having on businesses and individuals and decided to change careers and obtain the necessary credentials. Tara then began partnering with individuals and organizations seeking to create high-performing cultures based on the Gallup CliftonStrengths platform. Tara is a Sandler Solutions trained professional.
Tara holds a B.A. from the University Of British Columbia and is a former member of the Entrepreneurs Organization (EO). She holds certifications from the Gallup Organization as a Certified Strength Coach and is a CoreClarity facilitator. Tara and her team at the Eleven Ten Training Institute work with select leaders and clients in Canada, USA, Singapore, Mexico, South Africa, Australia, UK and India.
Tara holds a B.A. from the University Of British Columbia and is a former member of the Entrepreneurs Organization (EO). She holds certifications from the Gallup Organization as a Certified Strength Coach and is a CoreClarity facilitator. Tara and her team at the Eleven Ten Training Institute work with select leaders and clients in Canada, USA, Singapore, Mexico, South Africa, Australia, UK and India.
Peter Holgate
Peter J. Holgate is a well-rounded business leader, having created more than $200M in enterprise value in starting and building 6 businesses over the past 25 years. Peter’s leadership and passion in the circular economy has garnered attention from industry organizations and government, earning respected awards for Ronin8. Peter is a global thought leader, and in addition to having his insightful articles featured in leading publications such as World Economic Forum, Recode, Financial Post and Wired he has also authored two published books: Strategy Hack: 3 Steps to Build a Successful Strategy (2011) and I’m Great (and You’re Not): How an Olympian Taught me to Play Well with Others (2019).
Peter holds a Masters in Business Administration (M.B.A.) degree from Simon Fraser University with a focus on business strategy. Peter successfully completed the Harvard Business School Strategic Negotiations: Dealmaking for the Long Term Program. Peter plays an active role in the local business community including his service as Learning Chair, Finance Chair and President-Elect for the Entrepreneurs Organization (EO). Peter serves on the board of the Vancouver Entrepreneurs Forum (VEF), is a mentor with the New Ventures BC (NVBC) program and is a mentor with the YELL youth program in the province. Peter is a Sandler Solutions trained Sales Professional and continues to receive ongoing Sales Coaching to improve his real-world performance.
Peter holds a Masters in Business Administration (M.B.A.) degree from Simon Fraser University with a focus on business strategy. Peter successfully completed the Harvard Business School Strategic Negotiations: Dealmaking for the Long Term Program. Peter plays an active role in the local business community including his service as Learning Chair, Finance Chair and President-Elect for the Entrepreneurs Organization (EO). Peter serves on the board of the Vancouver Entrepreneurs Forum (VEF), is a mentor with the New Ventures BC (NVBC) program and is a mentor with the YELL youth program in the province. Peter is a Sandler Solutions trained Sales Professional and continues to receive ongoing Sales Coaching to improve his real-world performance.
Prerequisites
English proficiency level
Graduation from Secondary School
Minimum 3 years' work experience
Growth Mindset