Session Outline

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Become a Persuasive Negotiator: Best Negotiating Practices
with Ms Leslie Mulligan

Date: January 24, 2018
Session Time: 9:00 AM - 4:00 PM

Location Information:
Jefferson Country Club
7271 Jefferson Meadows Drive, Blacklick, OH 43004
(614)-759-7500
Session Description
This insightful and fun workshop environment creates a negotiating laboratory where participants learn the Best Negotiating Practices® for immediate application. In this highly engaging workshop, participants explore how to effectively respond to offers, turn your counterpart’s no to a yes, overcome the two greatest obstacles to success, and manage concessions to create and capture value at the bargaining table.  With your own negotiation challenges addressed and equipped to use negotiation tools on the job, participants leave this workshop as more competent and confident negotiators.
 
Biography

Leslie Mulligan is a proven business leader and negotiation expert who has trained Fortune 500 companies, federal government agencies, non-profit organizations and universities around the world with Watershed Associates. She is a much in-demand keynote speaker and workshop facilitator at clients such as Nike, NASA, Chevron, Yale University, Pew Charitable Trusts, Silicon Valley Leadership Group, US Federal Courts, Halliburton, Rockwell Collins, US Cellular, and Women in Technology, among others. Before joining Watershed Associates, Leslie spent 15 years in Silicon Valley, leading sales and marketing teams, negotiating with customers and partners to create value within sustainable agreements.Leslie’s experience spans diverse roles: marketing, sales, business development, product management, and general management. Most recently, she was the Worldwide Director of Marketing for the Mobile team at the $4B Fortune 500 Company, NVIDIA Corporation. Prior to that, Leslie was VP/GM at Immersion Corporation, and held senior roles at Wind River, Quantum and Raychem Corporations, where she negotiated and crafted innovative business agreements. Leslie served as an Officer in the USAF early in her career, and holds an M.S. from Harvard University in Applied Mathematics, an M.B.A. from the University of West Florida, and a B.S. in Mathematics from the University of Notre Dame.
 
Time Allocation - Topics
10% - Use Influence Tools
  • When to persuade and when to negotiate
  • Which negotiation strategy: Collaborate, compromise, compete or avoid?
  • A simple framework for collaborative negotiations

20% - 5 Critical Assessments before Making or Responding to Offers


45% - Create and Capture Value as You Negotiate

  • 3 most common mistakes made on opening offers
  • Effective responses to opening offers
  • Words that matter: increase your success in negotiations with these power words
  • Manage concessions: keys to strategy and creativity 
20% - Ensure Performance from Your Negotiated Agreement
  • Tips for a more persuasive negotiator
  • 3 things you must do at the end of all negotiations
  • Overcome the 2 biggest obstacles to negotiation success
5% - Your Negotiating Action Plan
Guide to Participant Selection
APPLICABILITY:
1 indicates primary target audience.
2 indicates a good fit if the level of material is appropriate.
3 indicates (in the opinion of the institute and the faculty) very limited applicability.
DepartmentAdminDistribEngrFincH.R.LegalMktngITOprPlngPchsgR&DSales
Senior Executive
(Pres, Exec & Sr VP)
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Executive
(VP & Gen'l Mgr)
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Senior Managers
(Div & Reg. Mgrs)
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Middle Managers
& Superintendents
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Focus
Primary -- LEADERSHIP DEVELOPMENT:
Adaptability, Creativeness, Communication, Empathy, Interpersonal Relations
Secondary -- PLANNING/ORGANIZING:
Evaluating Alternative Solutions, Developing Specific Plans
Tertiary -- EXECUTING/CONTROLLING/EVALUATING:
Direction
Level

Introductory    Intermediate    Advanced
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