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Powerful Negotiation & Political Savvy:
Navigating Office Politics

with Shannon Cassidy
Chicago • September 22 & 23, 2010

Cress Creek Country Club • 1215 Royal Saint George Drive
• Naperville, IL 60563 • 630-355-7300
ABOUT SHANNON

Shannon Cassidy    Shannon Cassidy is founder and Executive Director of bridge between, inc. Specializing in behavioral change and communication, Shannon helps clients achieve their greatest leadership and career potential. With a keen ability to get to the heart of the matter, inspire new learning and facilitate new actions, her work transforms both people and businesses.
    Utilizing a variety of approaches, Shannon helps clients develop the inner mindset and outer skills needed for greater executive presence, authentic communication, collaborative teaming, organizational engagement, and effective conflict resolution. Shannon has authored several articles and been featured on Forbes.com as one of the top five coaches in Philadelphia. Before starting her own business Shannon spent years as a corporate leader, successfully building profitable businesses and driving innovation and leadership initiatives. This real world experience combined with her commitment provides clients with the practical strategies, tools, and inspiration needed to thrive during organizational change and lead with vision, values, and purpose.

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Early Bird Pricing AvailableRegister Now

 Registration
Received
by August 6, 2010
$400  Day 1 Only
$400  Day 2 Only
$700 Both Days 		 Registration
Received
by Sept 3, 2010
$450  Day 1 Only
$450  Day 2 Only
$800 Both Days 		 Registration
Received
after Sept 3, 2010
$500  Day 1 Only
$500  Day 2 Only
$900 Both Days 
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September 22 • Day 1: Powerful Negotiation
PDUs
• Course Description

The purpose of this one-day program is to gain an awareness of negotiation situations, styles and tactics and how to skillfully manage them. Each participant will learn his/her individual style and will work through practical exercises to improve on negotiation effectiveness. The program will highlight the need to be prepared and will focus on the five points of principled negotiation; A win-win approach.

Syllabus/Course Outline

“INSANITY,” VALUES, EXAMPLES, STYLES, WINNING — CLICK FOR MORE!


Welcome: Course overview and expectations

Insanity: Action Learning Game that demonstrates collaboration and understanding “rules”

Values: Overview of what values are, examples of values, why values are important and the role they play in the negotiation process, defining your own values.

Negotiation Examples: Common negotiation situations

DISC Overview: Understanding the four most common communication styles and how they play a factor in negotiations

Six Points of Negotiation: Learning and understanding the six steps to successful negotiation

  • People
  • Interests
  • Options
  • Objectives
  • Alternatives
  • Relationships

Negotiation Styles: Understanding and recognizing the most common negotiation styles

  • Accommodating
  • Withdraw
  • Compromising
  • Collaborating
  • Competition

Win As Much As You Can: Action Learning Game

Concessions: Understanding appropriate guidelines for making concessions

Establishing Agreement: Next steps once agreement is established

Overview and Conclusion: Setting action steps for upcoming negotiations

Learning Objectives

PREPARATION, PERFORMANCE, TRUST, RELATIONSHIPS — CLICK FOR MORE!

  • Individuals will understand the value of preparation for effective negotiations
  • Improved performance and interactions and the bottom line
  • Foster greater commitment to meeting negotiation goals and objectives through group exercises
  • Build trust. Develop communication tools to develop and maintain a trusting culture
  • Build relationships by bringing people together to share a common experience
  • Open the lines of communication and enhance communication skills
  • Develop and enhance group problem-solving skills
  • Identify individual strengths, and personal motivators for each participant
  • Establish action planning, goal setting, and accountability structures, leading to improved project planning and execution

Learning Outcomes

NEGOTIATING ON MERITS, SEPARATING PEOPLE FROM PROBLEMS, INVENTING OPTIONS — CLICK FOR MORE!


Participants will learn:
• The five points of negotiating on merits
• Separate PEOPLE from the PROBLEM
• Focus on INTERESTS not POSITIONS
• Invent OPTIONS for mutual gain
• Rely on OBJECTIVE criteria
• BATNA: Best Alternative to a Negotiated Agreement
• Five styles of negotiating: Collaborative, Competitive, Accommodating, Withdraw, Compromise
• Awareness of how communication style affects negotiation style
• Concessions – how to value concessions and use them effectively
 

September 23 • Day 2: Poltical Savvy: Navigating Office Politics

• Course Description

The purpose of this one-day program is to provide a safe and stimulating environment to discuss the challenges, pitfalls and strategies of playing the game of office politics.  Most people believe that to play the game you must lie, cheat and steal.  The truth is that being politically savvy is an essential skill set that requires attention and application of personal values and beliefs.  Each participant will learn about his/her individual style and gain insights on how to become more effective.

Syllabus/Course Outline

SETTING EXPECTATIONS, DEFINITIONS & BELIEFS, STRATEGIES & IMPLEMENTATION — CLICK FOR MORE!

Welcome: Course overview and expectations

Energizer
 
Program Overview/Set Expectations
 
Define “Politics” “Savvy” and “Ethics”
 
Beliefs: Our definition of office politics and why we don’t want to play
 
Cost/Payoff: What are the costs of these beliefs and what is the payoff?
 
Redefine “Political Savvy” and establish leverage for why it’s important to play with high integrity.
 
Debrief Savvy Survey Assessment
 
Effective Game Playing Strategies
 
Energizer
 
Implementation of strategies through simulation activities
 
Group Debrief
 
Small group discussions: facilitation meetings; political situations; networking
 
Action Planning and Accountability 
 
Conclusion

Learning Objectives

EFFECTIVE POLITICAL SAVVY, IDENTIFY STRENGTHS, REDEFINE BELIEFS — CLICK FOR MORE!
  • Individuals will understand the value of effective political savvy
  • Identify strengths and development areas of personal style (using survey results)
  • Redefine beliefs about office politics to empower and encourage effective results
  • Organize ideas and action steps for maximum exposure and opportunity
  • Develop a plan for implementation of concepts and strategies

Learning Outcomes

WHAT PARTICIPANTS WILL LEARN — CLICK FOR MORE!

Participants will learn:

  • How to play the game of office politics with integrity and effectiveness
  • Why it is important to establish a strategy and game plan for managing work
  • Tools and tips to develop stronger political savvy
  • Accountability for goals and continued development




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