Negotiation and Conflict Management with Kwame Christian

Thursday, November 21, 2019

9 a.m.–12:15 p.m. An Introduction to Negotiation and Conflict Management 3 Practical Skills credits

1 p.m.–4:45 p.m. Advanced Negotiation Strategies and Tactics 3 General CLE credits NEGOTIATION AND CONFLICT MANAGEMENT WITH KWAME CHRISTIAN

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Negotiation and Conflict Management with Kwame Christian ii TABLE OF CONTENTS

Schedule ...... v

Program Objectives ...... 1

Speaker Bio ...... 1

The Fundamentals ...... 2

Psychology 6

Conflict Management 8

Advanced Strategies and Tactics ...... 10

Negotiation and Conflict Management with Kwame Christian iii Negotiation and Conflict Management with Kwame Christian iv SCHEDULE

Presented by Kwame Christian, American Negotiation Institute, Columbus, OH

An Introduction to Negotiation and Conflict Management 8:00 Registration 9:00 Negotiation: Understanding the Basics F Every interaction is a strategic persuasive opportunity F Be persuasive without being combative F Develop the proper mindset for effective negotiation F Determine how and when to use these skills for maximum impact

10:00 Break 10:15 Conflict Management: Understanding the Psychology F Overcome psychological and emotional barriers to engaging in conflict effectively F Recognize and identify the psychological state of the other party F Time your arguments for the most psychological impact F Ask questions and listen effectively in hostile negotiations

12:15 Adjourn

Advanced Negotiation Strategies and Tactics 12:30 Registration 1:00 Preparing Before the Negotiation F How to prepare for your negotiation F How to analyze the situation F Understanding the goals for your negotiation

2:30 Break 2:45 During the Negotiation F Understand and utilize power dynamics and leverage in negotiation F Determine when to stand your ground F Identify and manage threats and bluffs F Strategically build relationships F Ask questions for maximum impact and information F Recognize when to control the conversation F Use anchoring to get the most out of your negotiations

4:45 Adjourn

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PROGRAM OBJECTIVES

● Provide you with a set of practical techniques and strategies that you can use in your negotiations with clients. ● Give you the confidence to stand your ground in negotiation and not immediately make price concessions. ● Help you to have more confidence in conflict and difficult conversations where emotions may take over. ● Provide you with a systematic approach to preparing for a negotiation. ● Provide you with a framework for addressing hostile or emotional negotiations

Speaker Bio:

Kwame Christian, Esq., M.A. is the Director of the American Negotiation Institute where he conducts negotiation and conflict management workshops around the country. As an attorney and mediator with a Bachelors of Arts in Psychology, a Master of Public Policy, and a law degree, Kwame brings a unique multidisciplinary approach to making difficult conversations easier. In addition to his role with the American Negotiation Institute, Kwame also serves as a professor at The Ohio State University Moritz College of Law, the top ranked dispute resolution program in the country, and Otterbein University’s MBA program. He is the author of the best selling book Nobody Will Play With Me: How to Use Compassionate Curiosity to Find Confidence in Conflict and his TEDx Talk, Finding Confidence in Conflict, was the most popular TED Talk on the topic of conflict of 2017. Kwame also hosts the top negotiation podcast in the world, Negotiate Anything. The show has been downloaded over 1,000,000 times and has listeners in 183 different countries.

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THE FUNDAMENTALS

What is negotiation?

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What is the negotiation continuum?

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What is the benefit of smalltalk?

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What are the three goals in difficult conversations?

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Great negotiators are ______.

What is the benefit of creativity?

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Great negotiators are ______.

What is the benefit of curiosity before the conversation?

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What is the benefit of curiosity during the conversation?

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What is the 70/30 rule?

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Funnel Technique

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How do we prove that we’ve been listening to them?

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What is the benefit of curiosity after the conversation?

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Great negotiators are ______.

What is the benefit of confidence?

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How do you gain confidence?

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Free Resources:

● Negotiation preparation guide: www.AmericanNegotiationInstitute.com/guides ● Negotiate Anything Podcast ● Ask with Confidence Podcast

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PSYCHOLOGY

Why is psychology important?

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Amygdala: What are some psychological barriers in difficult conversations?

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What is bias? Why is it important for us to recognize our biases?

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What is the most advanced part of your brain?

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Timing: How does knowing about the amygdala, the frontal lobe (prefrontal cortex), and psychology impact timing?

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What are micro-negotiations and how are they helpful?

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CONFLICT MANAGEMENT

What is conflict?

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Steps to compassionate curiosity:

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2. ______

3. ______

Step One: Acknowledge Emotions

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What are some keywords for acknowledging and validating emotions?

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Step Two: Getting Curious with Compassion

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Step Three: Joint Problem Solving

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How can you manage your own emotions?

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ADVANCED STRATEGIES & TACTICS

What are the benefits of preparation? Strategic? Psychological?

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What does the process of preparation look like?

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Basic Preparation Phase 1: ______

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What is important when considering third parties?

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Why is it important to distinguish between interests and positions?

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Advanced Practice Phase 2:______

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What is reactive devaluation and why is it important?

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What is reciprocity and how does it help persuasion?

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What is scarcity and how does it help persuasion?

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What is authority and how does it help persuasion?

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What is consistency and how does it help persuasion?

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What is liking and how does it help persuasion?

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What is social proof and how does it help persuasion?

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What is unity and how does it help persuasion?

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What are the two main stages of negotiation (during the conversation)?

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Value creation vs value distribution. What is the difference and why is it important?

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Reconciling niceness and Assertiveness.

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Win-win vs. Win- Lose.

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Advanced Questioning Phase 1: ______

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Single Issue vs. Compound Issue. What’s the difference?

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Advanced Questioning Phase 2:______

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Calibrated Questions

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What is framing and why is it important?

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What do leverage and power mean in the context of negotiations?

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What are the additional sources of power?

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How can you handle threats?

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How can you use warnings instead of threats in your negotiations?

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What is bluffing and what are the potential dangers?

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What are the fundamentals of concession strategy?

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Information vs. Influence. What is the difference?

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What are some things to keep in mind when negotiating via email?

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What is anchoring and how can you use it in your negotiation?

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What are some issues within your negotiation that are susceptible to anchoring?

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