WOBI on Negotiation

Executives looking to strengthen their work relationships at the corporate level

Leaders interested in developing and improving their negotiation skills

Teams working to connect more effectively with 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.

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

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

• Dealing with deadlocks, impasses and when to walk away
• Negotiation and leadership styles – similarities and differences
• Planning for future negotiations – learnings and action plans

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

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

• Dealing with deadlocks, impasses and when to walk away
• Negotiation and leadership styles – similarities and differences
• Planning for future negotiations – learnings and action plans