We
are all negotiators—consciously or not. This program will highlight the essential concepts, approaches, and skills necessary to be
an effective negotiator in business situations.
Dr. Tom
Knight will discuss the structure of the negotiation process, the
critical importance of preparation, differences between competitive and
collaborative strategies in negotiations, essential listening and
questioning skills, coping with negotiation tactics, and achieving
closure.
The overall objective of the program is to help
participants become more conscious and confident in negotiations.
What you will learn
- What “Negotiation” Really Means
- Competitive vs. Collaborative Negotiations
- Variations in Negotiating Styles & Developing a Style Repertoire
- The Stages of Negotiation
- Being (Well) Prepared for the Negotiation
- Key Communications Skills for Negotiators
- Competitive & Collaborative Negotiation Tactics
- Knowing Whether & How to Close the Deal
How you will learn
- Lecture segments
- Group discussions and exercises
- Short videos
- Negotiation role-plays
- Instructive readings will also be provided
Event details
Thursday, Nov. 27
9am - 4pm
BBY, MBC 1302
Speaker Biography
Dr. Tom
Knight received his Master’s and Ph.D. Degrees in human resources
management from Cornell University. In 1982 he joined the Sauder School
of Business (formerly the Faculty of Commerce & Business
Administration) at the University of British Columbia. He is currently
an Associate Professor in the Organizational Behaviour & Human
Resources Division. He was founding Director of UBC’s Centre for Labour
and Management Studies from 1992-1997.
Since 1987 Tom has acted as a
consultant, trainer and facilitator in a variety of industrial relations
and organizational development topics. These have included negotiation
skills, conflict resolution, change management and leadership. Over the
past twenty years, Tom’s consulting has emphasized the development of
strategies and processes for improving employment relations and adopting
collaborative approaches in the workplace.