The Dynamics of Interaction

Overview/Description
 "The ability to make people believe in you and trust you is one of the few absolutely fundamental qualities of success." To make such a statement, John J. McGuirk was probably inspired by a direct experience that he had in dealing with other people. Based on your own experience, would you agree that interacting with others is connected to success? Think of a time when you got the results that you wanted. Can you also recall the quality of your interaction in that particular situation? How might your results be connected to success? This course is about developing your ability to dynamically interact with others. You will examine types of negotiating styles and strategies and ways to best apply that knowledge in communicating what you want out of a deal. Choosing a style and strategy that feels right for you can enhance your confidence in pursuing your outcome. In addition, you will discover ways to strengthen your emotional control in difficult situations. Keeping a cool head when negotiating about hot issues can sometimes be the determining factor in winning the deal.

Target Audience
 Managers, supervisors, team leaders, and other experienced business professionals

Expected Duration
3.0 hours

Lesson Objectives:

Negotiating with Style

  • recognize the importance of understanding communication and personality styles that affect negotiations.
  • match the personality traits of successful negotiators to the examples.
  • match the behavioral styles to the examples.
  • given a case study, choose communication responses that are appropriate to examples showing motivational preferences.

    • Solid Strategies

  • recognize the value of choosing a negotiating strategy.
  • identify the descriptions of negotiation strategies.
  • differentiate among the collaborator, competitor, and compromiser strategies.
  • match the simple strategies to the examples.

    • Tools for Keeping Your Cool

  • recognize the benefits of developing emotional control skills.
  • identify the common behaviors that lead to hot spots.
  • choose the techniques for dealing with anger in negotiations.

    • Questions Are the Answer

  • recognize the benefits of effective questioning.
  • match the question types with the corresponding examples.
  • identify the indicators for asking questions.
  • match the types of questions with the examples of questions.

    • Course Number: COMM0504