MASTERCLASS: The Art of Masterful Negotiations for Coaches

THE ART OF MASTERFUL NEGOTIATIONS

A Practical 2-Hour Online Webinar for Erickson Graduate Coaches

We negotiate every day — often without calling it negotiation.

With clients, colleagues, business partners, suppliers, family members, and sometimes even with ourselves.

For coaches, negotiation skills have a double value. They can help us handle our own professional and everyday negotiations more effectively, while also giving us another useful perspective when our clients face important conversations, competing interests, boundaries, difficult choices or agreements.

In this interactive 2-hour online webinar, Peter Stefanyi, MCC, Ph.D. will introduce participants to the Negotiation Map — a practical visual framework for looking at negotiations through two fundamental dimensions: RESULTS × RELATIONSHIPS

The map brings together a range of negotiation tools and helps us ask three practical questions:

Where am I now?
What is happening in this negotiation?
Which tool could help me move forward?

WHAT WE WILL EXPLORE

During a fast overview, we will look at some of the key tools on the Negotiation Map, such as:

• Positions vs. Interests — moving from What do they want? to Why is it important?
• Goals and Range
• BATNA — Best Alternative To a Negotiated Agreement
• Standards and Principles
• Saying NO while maintaining the relationship
• Concessions vs. Trade-offs
• Creating Options and Value
• the role of questions, listening and information in negotiation

The aim is not to cover every tool in depth in two hours.

Instead, participants will get an overview of the whole landscape and then take a couple of selected tools into practice.

LEARN BY DOING

Negotiation is a practical skill.

So this will not be only a presentation.

Participants will work in pairs and small groups in approximately two short practical exercises, experimenting with selected tools and observing what happens when they approach a negotiation differently.

The focus will most likely be on tools connected with achieving results while maintaining productive relationships.

You will have an opportunity to test the ideas immediately against realistic situations and consider how they could be used in your own day-to-day negotiations.

WHAT YOU CAN TAKE AWAY

After the webinar, participants should have:

• a clear visual overview of the Negotiation Map
• greater awareness of their own negotiation choices
• a practical distinction between several important negotiation concepts
• direct experience with a couple of negotiation tools
• questions and techniques they can begin experimenting with in everyday professional negotiations
• ideas for recognizing negotiation themes when they appear in coaching conversations

🌟 Collect 2.0 CCEUs towards your ICF credential renewal!

Register now!