Business Negotiation March 2, 2016

The Age of Collaboration and Negotiation

Not a day goes by in this century that we are not reminded that our economic world is indeed flat. Competition in the global marketplace is more fierce than ever. The battle for market share, control of resources and technological dominance will continue for the balance of our lives. On a personal level there is little doubt that our jobs, our salaries and our standard of living will be increasingly affected. We see evidence of these changes everywhere.

The workplace itself is changing under our feet and we must move with it. Disputes and disagreements between superiors, peers and subordinates are likely to increase as more of us become knowledge, information and service professionals rather than production or manufacturing executives. Top-down decision-making and management, while still dominant, will gradually give way more and more to team and project organization.

We can safely project that members of these teams will be better educated than those of earlier generations. Each will have developed technically and professionally along paths of specialization previously unheard of. These “idea” people will feel strongly about their viewpoints and concerns. They will defend their ideas vigorously and have a lower tendency to be passive when confronted with conflicting views or values.

The same factors will come to play on the factory floor and service sectors not at so fast a rate as in the professional classes. They will also demand a greater voice in how things are done and managed. They will want to negotiate a greater range of workplace issues.

We are in the age of collaboration and negotiation as far as ideas and viewpoints are concerned. How we handle and resolve the rising tide of conflict is crucial. We can continue to deal with each other as we have in the past and accept an increasing level of dysfunction, or we can embrace a new approach that fosters the open exchange of ideas and increased innovation.

What I propose is a new approach and model for working together and resolving difference harmoniously and productively in an economic world centered on ideas, constant innovation, individual choice and intense competition. That model, “The Effective Negotiating Virtuous Cycle,” with its emphasis on Collaborative Negotiating, Being Heard and Listened To, and Building Positive Relationships, when applied by each of us in the workplace, has the power to help us work together more effectively and lift our level of creativity to greater heights. With that our success in the global marketplace will grow.

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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