mentor training

Interpersonal Dynamics
Project Management
Negotiation: Inside and Outside the Organization
This workshop examines key topics in negotiation.  Participants will actively engage in negotiations as part of the class to better learn the principles of the skill, as well as to build confidence in their abilities.  The experiential course methodology includes generating case studies and “learning how to learn” by practicing new behaviors and receiving constructive feedback.

6 hours
Audience and Size
This course is design to improve the interpersonal and leadership skills and teamwork of individual contributors as well as managers.  In particular, it is suited for: 1) high potential individual contributors and first-line managers of corporations, as well as high influence employees and opinion leaders. Diversity of enrollees is encouraged. A minimum of 10 participants is suggested, with a limit of 25.

Learning Objectives
The end result of the workshop will be the ability to negotiate difficult issues and achieve goals in a more effective way. Toward this end, the following interpersonal dimensions will be examined in depth:
  • Listening for underlying issues
  • Using constructive confrontation
  • Achieving influence without authority
  • Managing assumptions and judgments
  • Using power in a respectful way
Each participant would present a one-page case describing a past negotiation between him/her and another person(s). The case would be written in first person and portray an actual dialog about a problematic issue. The objective of examining these cases is to highlight gaps between intention and action and increase awareness of effective and ineffective negotiation approaches. The learning points are drawn from each case by the facilitators interactively with both the presenter and the class.

The Facilitator
The lead facilitator for this workshop facilitated the Interpersonal Dynamics course at the Stanford Graduate School of Business for 15 years, the Negotiation and Intervention course for 6 years, and Stanford's Executive Program in Leading and Managing Change for 12 years.  He is an author of "The Stanford Interpersonal Dynamics Course Support Package" for facilitators and is currently preparing a second edition of Stream Analysis: A Powerful Way to Diagnose and Manage Organizational Change (Addison-Wesley Organizational Development Series) with Dr. Jerry Porras of the Stanford Graduate School of Business.  Dr. Porras is co-author with Jim Collins of the best selling book "Built To Last"