2024 Fall Negotiation & Influence Strategies PDF

NEGOTIATION & INFLUENCE STRATEGIES FALL, 2024 PP 1  DON BLUMENTHAL FOUNDER, TOP LINE SUCCESS, LLC (MARKETING & SALES CONSULTANCY) FORMER – CORPORATE OFFICER FOR TWO FORTUNE 100 CORPORATIONS:...

NEGOTIATION & INFLUENCE STRATEGIES FALL, 2024 PP 1  DON BLUMENTHAL FOUNDER, TOP LINE SUCCESS, LLC (MARKETING & SALES CONSULTANCY) FORMER – CORPORATE OFFICER FOR TWO FORTUNE 100 CORPORATIONS: VICE PRESIDENT, GM CONAGRA FOODS, INC. VICE PRESIDENT, MARKETING TYSON FOODS, INC. Faculty CAREER Instructor COACH MEET LITTLE RICKY 4 YEARS, 10 MONTHS OLD ! 65 POUNDS CLASS IMPERATIVES – NEGOTIATION & INFLUENCE STRATEGIES, FALL 2024  Please be on time for all “LIVE” and possible “ZOOM” sessions.  Power Point presentations will be sent right before each class so you can take notes on specific slides. In this way you have everything you will need down the road as it pertains to notes, important information, etc. Come final exam time, your notes will be beneficial.  When there are written assignments, they are typically due the day before class BY 12 noon ( Monday) via email. This does not mean that you should wait until the last minute. You will have 6 ½ days to complete the assignment. Tardy assignments may affect your grade for this component. Even if you must miss a class, you are RESPONSIBLE to submit your assignment at or before the due date/time ! SELECTED STUDENTS WILL PRESENT THEIR WORK THE NEXT SESSION !  ADDRESS YOUR EMAIL IN SUBJECT AREA WITH ASSIGNMENT AS FOLLOWS: YOUR NAME & NEGOTIATION ASSIGNMENT !  Send emails independently as opposed to responding to general messages. Do NOT submit assignments within an email. Always attach your work in either Word or Pdf.  Check emails regularly, as this will be the way we will communicate this quarter. Open your emails and READ YOUR EMAILS AND RESPOND ACCORDINGLY. Be respectful. I will not chase anyone for responses to requests or emails that warrant replies.  The actual schedule with the syllabus will be sent out to all around the 2 nd week of classes. Currently the syllabus is on Canvas should you want to consult this document.  Please be respectful to all classmates and to your instructor. NO CELL PHONES (please put them away) ! GIVE EVERYONE YOUR FULL ATTENTION. COME PREPARED TO EVERY CLASS. You will be called on weekly to discuss your assignments and offer your input/opinions, etc.  Should you have any questions for me during the week, feel free to email me and I will get back to you promptly.  Should you have to miss class, please be respectful enough to let me know so I can adjust the lesson for the day if need be. Since you have the schedule ahead of time, make sure that you plan any getaways and or family visits according to our schedule. Missing a class is missing a class, no matter what the reason may be. Welcome ! NEGOTIATION & INFLUENCE STRATEGIES FALL, 2024 Course Description: Negotiation is a skill that no one is born with. It is a social process that can be analysed, understood, and modelled. Although people often think of boardrooms, suits and million-dollar deals when they hear the word negotiation, the truth is that we negotiate all the time. Through this course students will be able to understand the basics of negotiations, the phases of negotiations and the skills needed for successful negotiations. The most effective approaches to teaching negotiations integrate heightened self-awareness along with intellectual analysis, skill development and critical self-evaluation. Students develop strategies to set realistic but also optimistic goals and expectations, build positive relationships, adapt an inquisitive mindset to understand ‘the other’s’ point-of-view, and create leverage to maximize the value of outcomes. Strategic Influence in business and in life is the ability to convince others to implement your ideas. It is also the ability to convince other departments in your company to adopt the suggestions of your department, or to influence other companies to take actions favorable to your company. Strategic influence is an interpersonal power. NEGOTIATION & INFLUENCE STRATEGIES FALL, 2024 Learning Objectives: Define negotiation and understand how and why one strives for a “win- win” outcome. Recognize the importance of preparation, information, and knowledge prior to negotiating and or when trying to use influence as a strategy to have others act on your ideas and concepts. Identify the ethics of negotiation and influence strategies. Examine how trust, human behaviour and psychology play important roles for successful negotiations and how to distinguish common negotiation mistakes. Identify how gender and cultural differences can affect negotiations and influence strategies. NEGOTIATION & INFLUENCE STRATEGIES FALL, 2024 Evaluation: Participation/attendance @ class with high level of professionalism & urgency = 15% On-time, in depth and full completion of all assignments (written and oral) = 15% Final project team video presentation = 35% Final Exam Quiz = 35% A 90-100%, B 80-89%, C 70-79%, D 60-69%,