Negotiations & Collaboration
Psychology of Influencing and Negotiation
How effective are your powers of persuasion? Learn the basic psychological aspects of influence and how individual personality, motivation and intelligence come into play. Integrate the psychology of influencing and negotiations into your specific supply chain/purchasing negotiations to reach collaborative agreements with profitable outcomes.
Who Should Attend
Professionals who purchase services, contract negotiators, project leaders, service supplier management professionals.
You Will Learn
- The nature of influence
- The application of a number of well-researched influencing models
- How to negotiate positive win/win outcomes
- The development of each participant's default style
- Practical methods for effective outcomes for all stakeholders
- A positive mindset that can overcome negativity within the team
- How to move ahead in spite of negative challenge
- Why leadership counts
- How to integrate the psychology of influencing and negotiation into a specific supply chain/purchasing context
- Introduction and expectations
- The basic mechanisms of influence
- Understanding the individual — the importance of identity beliefs and values
- Psychological models of processes at an individual and group level — why self-esteem is the anchor
- Influence behaviors and individual preferences
- Understanding how influence works — mental models and belief structures
- Definition clarifications — personality, motivation, intelligence, communication
- Negotiation strategies — the negotiation mindset; opponents or partners; win-win or win-lose
- Power bases — What are they and how does perception count?
- Negotiation tactics — assessing counterparts; designing a negotiation plan; tactics and tools
- Thought process patterns and how they impact success; motivation and behavior patterns; appropriate responses
- Conflict management; techniques to manage human 'states'
- Achieving optimum rapport; matching, mirroring, zone entry
- Action planning and practice
© Institute for Supply Management™ - All rights reserved