on demand

WOBI on Negotiation

with George Kohlrieser

249 ^USD

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The psychology behind negotiation and its role in the workplace

Negotiation pitfalls and how to lead through bonding with others

How to have clear & effective communication between colleagues, leaders and clients

Organizational and clinical psychologist and Professor of Leadership and Organizational Behavior at the International Institute for Management Development, George Kohlrieser’s research focuses on high performance leadership, high performance teamwork, conflict management, dialogue and negotiation. He is also a Police Psychologist and Hostage Negotiator focusing on aggression management and hostage negotiations.

Director of the High Performance Leadership Program at IMD, Kohlrieser has expanded from the world of clinical psychology and crisis negotiation into the world of executive education and corporate leadership training, making significant contributions to understanding the role self-mastery and social dialogue has in helping leaders sustain high performance through lifelong learning.

Kohlrieser is the founder of Shiloah International, a consultancy offering integrated programs to a wide range of organizations and is the author of the award-winning bestseller Hostage at The Table: How Leaders Can Overcome Conflict, Influence Others and Raise Performance.

SESSION 1 – 2 hours

01 The fundamentals of negotiation – negotiation as a relationship and not just a transaction

What hostage negotiators know and do to get an over 90% success rate
The art of concession making as a key to high impact negotiations
The neuroscience of negotiation – the role of loss aversion in playing to win vs. not to lose

02 Managing Conflict in the Negotiation Process

Understanding resistance to change, dealing with difficult behaviors, and preventing the cycle of escalation
Turning an adversary or enemy into an ally
Personality factors and person effect in dealing with conflict

SESSION 2 – 2 hours

03 Building Trust – the negotiator as a secure base

The power of dialogue to build bridges and common understanding
Understanding implicit bias and nonverbals
The power of language, the impact of words, and how to deal with blocks to dialogue

04 The role of leadership in negotiating