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Programs
Training Programs for Negotiation and Mediation Skills
Programs can be customized for your unique needs. Learning sessions vary in length, including one hour, three or four hour, one day, two day, ands three day intensives. |
Negotiation Skills
1, 2, or 3 days
Participants learn how to plan for important or challenging negotiations by focusing on the seven elements of a negotiation, based on the teachings of the Harvard Program on Negotiation. Learn how to improve persuasion skills, be more equipped to deal disagreement, resistance, and difficult situations.
Topics include:
- Seven elements that affect every negotiation
- Planning for a negotiation
- Verbal and nonverbal rapport
- Persuasion skills through the essential skill of timing
- Negotiating with different styles
- Dealing with dirty tricks
- Sources of power
- The three phases of a negotiation
Asking powerful questions that explore each sides’ assumptions |
Partial Client List
American Association of Advertising Agencies
Hewlett Packard, Research and Development
3M Health Services Corporation
Raytheon Infrared Operations
Indigo/Flir Systems
Western States Petroleum Association
National University
United States Postal Service
UCSB Davidson Library
Montecito Fire District
County of Santa Barbara
City of Santa Barbara
State of CA
United States Forest Service
American Managers Association
Ventura County Fire Department
Friendship Adult Day Care Center
Wellness Conference, Santa Barbara, CA
Women’s Economic Ventures
Lompoc Hospital Foundation
Professional Women’s Association
International Women’s Conference
California Tax Assessors ConferenceCalifornia County of Planning Directors |
The Art of Persuasion
1 or 2 days
Participants learn how to create safety for disagreement and how to respectfully manage resistance to new ideas.
Persuasion skills include:
- Active Listening using five communication skills
- Building verbal and nonverbal rapport
- Timing for persuasion
Use of Legitimate Criteria- explore how people support their argument and how you can get them to consider your point of view |
Testimonials
“As a creative person with my own design company, I use all of the skills Gina Rae has taught me on a daily basis. I can now get clearer communication from the client who is vague, can persuade reluctant artists to move forward, and know how to stay in the conversation and provide leadership.”
Wayne Kosaka
Kosaka Design
“I had a new client who had low trust and big needs that needed to be addressed before I got into the sales part of my job. After taking Gina Rae’s class on the Four Phases of Problem Solving, I immediately put into motion virtually every tool we learned in the two day seminar.
In the past when receiving new client calls, I would have prematurely told them immediately what they needed to do. In this instance, I allowed the situation to unfold, by letting her take her time to explain the situation, then took her right through the four phases of problem solving. After doing this, I felt the potential client had more of a sense that I listened to her and understood her plight rather than feeling like that I was just out to sell my services.”
Michael R. Blaise, Esq.
“Gina Rae is able to translate negotiation skills into practical application where you learn today and apply immediately. It has application to every industry, whether you are in sales, creative endeavors, or in your personal life.”
Bonnie Cox
Select Personnel Services
“I am now able to analyze and develop a deeper insight into my reactions and emotional struggles that sometimes play a role in day to day negotiations. As a wonderful and unexpected bonus I have now reestablished and am recommitting to goal planning.”
Staci Snow
Ventura County Human Resources
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The Four Phases of Problem Solving
2 days
Problem solving has a structure and a sequence. When followed, people are naturally motivated to move toward solutions.
Learn how to:
- Ask compelling questions that uncover interests and motivate people to move to solutions
- Help parties sell their agenda to each other
- Manage two conversations- problem and solution conversation
- Guide group conversations in problem solving in its necessary sequential order
- Work with emotions
Master the timing skill of match, pace, lead that is critical for moving conversations forward |
Reframing Communication
2 days
Improve listening and problem solving skills through the use of story telling, analogy, and metaphor. These skills save the day when nothing else will work.
Participants learn:
- Importance of using words and concepts that appeal to your audience so they will listen to your ideas
- How to turn vague communication that create misunderstanding and costly mistakes into precise concepts with clarity
- How to work with negativity and limitations imposed by the other party
- Use of graphics to organize information and concepts
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Why Nice Doesn’t Work; Mastering Five Simple Decision Making Skills
1 hr., 3 hrs., or 1 day
Examine six common decision-making traps that create stress, make problems worse, and damages relationships. The six traps create low morale at work and in our personal lives.
Participants learn:
- How Nice people tend to agree to decisions that do not meet their own needs and become secret carriers of resentment.
- How to make decisions that follow critical collaboration skills,
Five guidelines for improved decision- making that increase productivity, enhance problem solving skills, and greatly improve the morale and vitality of an organization. |
Handling Difficult Conversations
4 hrs. or 1 day
Learn how to enter into difficult conversations and manage them to a satisfying conclusion.
Participants learn:
- How to begin a difficult conversation
- The three different conversations going on at once
- Spoken and unspoken conversations
- How to work with emotions
Turn divisive debates into learning conversations |
Dealing With Dirty Tricks
3 hrs. or 4 hrs.
Emphasis is on how to deal with difficult negotiators without becoming one by following effective collaboration guidelines.
Participants learn how to :
- Identify and diffuse common tactics used to create negativity and derail negotiations
- Stay focused around common emotional tactics that tend to confuse, blind side, and lead to bad deals
Keep track of your goals and stay constructive |
Negotiate With Power
1 hr. or 3 hrs.
Learn about ten different sources of power and how they affect your interactions. Explore common negotiation mistakes that undermine your own power or your ability to handle challenges effectively
Learn:
- How to maximize your sources of power so that you negotiate from strength
- How to minimize power struggles and defensive behavior
Six ways to Improve your ability to collaborate with others, influence others to listen to you, and negotiate with confidence |
Why Nice Doesn’t Work; Mastering Five Simple Decision Making Skills
1 hr., 3 hrs., or 1 day
Examine six common decision-making traps that create stress, make problems worse, and damages relationships. The six traps create low morale at work and in our personal lives.
Participants learn:
- How Nice people tend to agree to decisions that do not meet their own needs and become secret carriers of resentment.
- How to make decisions that follow critical collaboration skills,
Five guidelines for improved decision- making that increase productivity, enhance problem solving skills, and greatly improve the morale and vitality of an organization. |
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