Mastering Negotiations and Influence

Negotiation Skills for Leaders: Boost Your Results, Influence and Long-Term Impact at Any Level of the Organization

The ability to create buy-in and secure support for your initiatives is a critical skill in today’s workplace. Whether you're managing a team, leading a project or negotiating with external partners, your success often hinges on effectively understanding and addressing the goals of multiple stakeholders. Winston Churchill called this art “Conversations of Silk and Steel” – a blend of diplomacy and firmness. This program equips you with the insights, strategies and techniques needed to master this essential leadership skill.

What You Will Learn

• Negotiating Buy-in: Learn a framework for creating value in negotiations while strengthening relationships for future engagements.
• Stakeholder Mapping: Use tools to assess and prioritize the roles of key stakeholders.
• Preparation Techniques: Leverage your knowledge to sharpen your influence in meetings through strategic preparation.
• Effective Questioning: Discover how to use questions to engage stakeholders and secure the support you need.
• Influence and Persuasion: Apply principles and tactics to boost your influence using negotiation and joint problem-solving techniques.
• Communication Skills: Enhance your communication and listening abilities to build stronger connections.
• Managing Resistance: Understand sources of resistance and learn practical coping mechanisms.
• Handling Organizational Challenges: Practice hands-on techniques for navigating difficult situations and people.

Program Takeaways

• Increased Confidence: Develop self-assurance in managing collaborations with stakeholders.
• Enhanced Engagement Skills: Learn methods to secure the support of internal and external stakeholders.
• Comprehensive Preparation Tools: Use focused strategies for effective preparation.
• Expanded Negotiation Techniques: Gain a repertoire of proven negotiation and communication approaches.
• Personalized Influence Strategies: Apply techniques that boost your impact in various contexts.
• Overcoming Resistance: Learn methods for managing difficult situations and challenging individuals.

Who Should Attend?
Is This Course Right for You?
This program is ideal for leaders, managers and professionals who want to enhance their negotiation and influence skills to drive results and build lasting relationships. Whether you’re new to negotiation or looking to refine your techniques, this workshop provides the tools and strategies you need to succeed.

• Managers and team leaders
• Executives and directors
• Consultants and advisors
• Entrepreneurs and business owners
• Sales and marketing professionals

Meet Your Instructor

Rita Kosnik
Professor of Management and Negotiations
Rita Kosnik is a Professor of Management and Negotiations at Trinity University in San Antonio, Texas, and a Visiting Professor of Negotiations in the TCU Neeley Executive Education program as well as the the EMBA program of the Neeley School of Business at TCU in Fort Worth, Texas. She holds a Ph.D. in Strategy and Organization Behavior from Northwestern University. In addition to the Neeley School, she has taught negotiations courses in the MBA Program of Northwestern University, in the Executive MBA Program of Notre Dame University, and the Masters of Health Care Administration and the Masters of Accounting programs at Trinity University. She has won several awards for excellence in executive teaching. Dr. Kosnik is a trained mediator in the state of Texas and she is an active corporate trainer and consultant in the area of dispute resolution and negotiations. Recent clients include McDonald’s USA, Williamson-Dickie, Owens & Minor, Apex Capital Corp., Siemens North America, ATC Logistics and Distribution, Fort Worth Independent School District, and the American Association of Blood Banks.