Individuals and organisations should depend less on the positional power of their champions and more on the influencing skills of their negotiators. From now on to be an effective manager you will require the competencies of an effective negotiator.
 |
The more senior the executive, the higher the proportion of time spent negotiating with and influencing others. If you're responsible for influencing others then you should be honing your negotiation skills. From this audio you will gain valuable insights that include:
- An increased awareness of the role common ground plays in negotiation
- The importance of managing where and when you negotiate
- The role power plays in a negotiation
- The importance of identifying the other parties overt and covert needs
- The importance of planning for your negotiation
|
Listen Or Download MP3 Tracks
Click on the links below to listen now or right-click and select "Save link as" (or "Save Target As") to save .mp3 files:
Track 1 - Why Do People Negotiate?
Track 2 - Why Are Some People So Aggressive When We Have Common Ground?
Track 3 - What Makes Up A Negotiation Atmospherics?
Track 4 - How Do You Know Who Has The Power?
Track 5 - With Some Much To Consider In Negotiating How Do You Know Where To Start?
About Wayne Harrison
Wayne Harrison is a Fellow of the Australia Institute of Company Directors and the Australian Marketing Institute. He is a highly respected negotiation and influencing strategist who provides advice to leading organisations. This can range from strategically mapping stakeholders in complex billion dollar multi party negotiations, through to designing influencing strategies where significant cultural change is required.
Wayne is passionate and is regularly invited as a guest speaker at business conferences. He holds board experience, has chaired several international marketing teams and is the author of ‘Influence & Communication - The Directors Handbook’.
Since this Audio Seminar was recorded, Wayne has moved on from ENS International to establish his own organisation, Pathfinders Downunder.
Contact Details