You open your calendar and see that you are scheduled today to negotiate with a colleague over the details of a new project. What is your first thought? Get ready for a fight? Reschedule for some other day (“Is never good for you?”). Figure out quickly how you two can reach an agreement? Or armor up and go in swinging? What do these responses have in common? They all flow from a single perspective—that negotiation is a battle. But, does it have to be? Is there a better way to get (more of) what you want in your negotiated interactions? Of course there is—and that is the subject of this two-part SSIR Live! webinar series.


Too many people avoid negotiating altogether, or come to an agreement too quickly. Learning to reframe and redesign your negotiations as collaborative problem-solving changes the conversation. This two-part 180-minute LIVE webinar series is developed, facilitated, and presented by Margaret A. Neale, the Adams Distinguished Professor of Management, Emerita, Stanford Graduate School of Business, Stanford University. In this live series, Professor Neale will introduce the collaborative, problem-solving approach to reframing your negotiation. Relying on decades of empirical research, she will first explore the power of the ask and how justifications can enhance your ability to get (more of) what you want. This interdisciplinary program series is designed to benefit social sector leaders who struggle to negotiate with funders, grant makers, public policy directors, and other stakeholders. Each 90-minute session will offer illustrative examples and case studies.

Program Overview:

Part I: The Power of Collaboration and Expectations
Date: Tuesday, October 19, 2021
Time: 11:00 a.m.-12:30 p.m. PT / 2:00-3:30 p.m. ET [90-minute session]

Regardless of who you are or for whom you work, you will face countless opportunities to negotiate. But there is more to negotiating than asserting your position, issuing ultimatums, declaring a winner (and, thus, a loser), or simply acquiescing to your counterpart’s demands. Skillful negotiators call on a combination of mindsets and skills. Learning these can enhance your ability to create and claim value in negotiations and realize the potential synergies that often lies beneath the surface of many disputes. Developing the skill to collaborate when you cannot invoke a command-and-control decision strategy requires the ability to fashion solutions to which you and your counterpart both willingly agree.

In the first part of this two-part SSIR Live! webinar series, Margaret A. Neale, the Adams Distinguished Professor of Management, Emerita, will introduce the collaborative, problem-solving approach to reframe your negotiation. By moving beyond the notion of a battle, you have the potential to improve your bargaining. Relying on decades of empirical research, she will explore how your expectations about your outcomes and the expectations of your counterpart can be adjusted and leveraged to enhance the quality of your results.

Key Takeaways From Part I:

• Reframing your negotiations from battles to collaborative problem-solving
• Knowing what a good deal is and when you should walk away
•  Debunking common misperceptions about negotiation and leveraging the power of expectations to get (more of) what you want in your negotiations
• Understanding when to make the first offer in a negotiation

Part II: Creating and Claiming Value in Negotiated Interactions
Date: Thursday, October 21, 2021
Time: 11:00 a.m.-12:30 p.m. PT / 2:00-3:30 p.m. ET [90-minute session]

In the second part of this two-part SSIR Live! Webinar series, Professor Margaret A. Neale will help you explore the power of the ask and how justifications can enhance your ability to get (more of) what you want. Moving from the ask to the different types of issues that can exist within a negotiation, she will focus on the challenge of creating and claiming value simultaneously and demonstrate how splitting the difference as a negotiation strategy is largely a bad idea! After highlighting a number of common negotiation strategies that destroy rather than create value, this session will end with suggested readings to continue your education.

Key Takeaways From Part II:

• Learning how to leverage the power of the ask
• Identifying different types of issues and how they contribute to creating and claiming value
• Embracing the power of negotiating packages rather than negotiating issue-by-issue
• Avoiding commonly used but ineffective negotiation strategies – strategies that can make both parties worse off.

Program Features:

  Designed by Experts: This SSIR Live! two-part webinar-workshop on influence and negotiation strategies is developed, facilitated, and presented by Margaret A. Neale, the Adams Distinguished Professor of Management, Emerita, Stanford Graduate School of Business, Stanford University. She was honored with the Robert T. Davis Award for Lifetime Achievement as well as the 2017 Award for Contributions to Executive Education. She is the faculty director of Negotiation and Influence Strategies, Managing Teams for Innovation and Success, and the Executive Program in Women’s Leadership at Stanford.

  Highly Interactive: This LIVE program will be conducted as an interactive session. You will explore the key concepts through activities, illustrative examples, and case studies. Come ready to think and participate actively!

  Extensive Learning:
This program is produced in conjunction with Margaret A. Neale, the Adams Distinguished Professor of Management, Emerita, Stanford Graduate School of Business, Stanford University. It is 180-minutes long, divided into two 90-minute sessions:
Part I: The Power of Collaboration, Expectations, and Justifications
Part II: Creating and Claiming Value in Negotiated Interactions

Real-world Case Studies: Explore effective case studies specific to the landscape and challenges of the social sector.
 

Who Should Join? This workshop will be highly beneficial to leaders and practitioners from nonprofits, foundations, government organizations, businesses, and other stakeholders in the social sector. This program series is intended for leaders of social innovation organizations who strive to make positive social impact but often struggle to be master negotiators. Attendees will find the program engaging and beneficial to their work.

Closed Captioning Available: Live transcription is available for this program. To activate Closed Captioning during the LIVE broadcast, click on the upward arrow next to the CC icon and select the Subtitling option. To disable Closed Captioning, click on the upward arrow next to the CC icon and select the Hide Subtitling option.

On-Demand Version: Register and access the recording of the live event on-demand 24 hours after the webinar ends and anytime over the next 12 months.

Price for this extended two-part webinar-workshop: $299. This price includes access to the live interactive webinar, unlimited access to the recorded webinar video, and downloadable slides for twelve months.

Webinar Refund Policy

Recordings of all webinars and any associated presentation materials are accessible asynchronously after the live program for 12-months from the date of the program. As a standard policy, SSIR does not offer refunds on webinar registrations. Any requests for refunds should be submitted in writing to [email protected] and will be considered on a case-by-case basis. Should a refund be warranted, it will be processed after the webinar.

If you have any questions about this program, write to us at [email protected].