When stakes are high, negotiations can make or break organizations. How can you handle the pressure? And how can you ensure the best outcome? In these three expert videos, psychologist Adam Galinsky shares his decades of research to give us the answers.
Use these four strategies to influence how much support your project gets, so that you can implement it effectively.
A model outlining the necessary stages when attempting to influence your superiors for maximum effect.
This strategy aims to identify the main sources of influence, and to point out how they can be used to wield power.
Persuasion is a vital skill when it comes to selling products and services. These top tips provide useful pointers for sales staff and non-sales people alike.
Office politics exist in organisations of every size, shape and type, and are part of the cut and thrust of everyday life. Here are some tips to help you understand and manage office politics effectively.
Read about the Brent Spar incident and how Greenpeace won a war of negotiation over Shell.
A role-play providing an opportunity for participants to practise selling a benefit as opposed to describing features when persuading. It also consolidates related skills such as presentation, body language, and use of voice.
A model looking at how an organisation can develop a healthy culture of negotiation, with four steps towards achieving this.
A straightforward exercise involving a questionnaire intended to give an individual some information about their negotiation style. Allow 45 minutes for completion.
In the book 'Buy-In', change management expert John Kotter and co-author Lorne Whitehead present a methodology to help overcome a key problem that leaders and managers face - how to win support and buy-in for their ideas. We present an overview of the book's strategy here.
A checklist providing an easy-to-follow list of activities to carry out when preparing for a negotiation.
