You are invited to join members of Vistage for their next speaker session, led by Wayne Harrison on Managing Power Imbalances in Negotiation.
Managing Power Imbalances in Negotiation
Understanding and dealing with leverage
In any discussion, negotiation or conflict, each side has leverage points that can shift the balance of power. Being able to diagnose and manage these leverage points is critical for individuals and organisations to increase their effectiveness.
The format of this session involves flip learning by starting with a highly interactive case study. It requires members to form three negotiating teams and to test the effectiveness of their negotiation and collaboration skills when significant power imbalances are involved.
At the case studies conclusion there is a group debrief, which is followed by the group applying the lessons learned to members actual situations. To get the most out of the session members should come prepared to develop their specific conflict or negotiation that involves a power imbalance.
Business Triggers
Negotiators who want to identify when soft and hard power are being used to influence.
Negotiators who want to identify points of leverage that can be used to co-create value.
Relationships that have significant power imbalances and need to be rebalanced to maintain win/win outcomes.
What you’ll learn:
Raise awareness of when hard and soft power are being used to shift the balance of power.
Identify sources of leverage that motivate collaboration.
Build new strategies to shift the balance of power.
What you’ll take away:
Case study insights that come the opportunity to practice and assess your negotiation skills when power imbalances are involved.
Increased confidence by having the chance to reality test the learnings on your actual situations.
Session reference materials and a copy of the book, FROM HOPE TO STRATEGY: The Anatomy of Negotiation.
Our Speaker - Wayne Harrison
Wayne Harrison is recognized as a Master Vistage 150+ speaker and a respected researcher, practitioner, strategist and thought leader on negotiation and communication.
Wayne has held C-level positions with Henkel KGaA and is a Non-Executive Director, Advisory Board Member and Committee Chair with over 30-years international experience across a diverse range of sectors.
Wayne is a Fellow of the Australian Institute of Company Directors, Australian Marketing Institute and Resolution Institute. Wayne is an Accredited Mediator, Certified Practicing Marketer, judge for the Australian Marketing Institutes marketing excellence awards, and is the Author of FROM HOPE TO STRATEGY: The Anatomy of Negotiation.
Comments from Vistage presentations
"Excellent session with some good interaction amongst participants. Enjoyed and found valuable by all members. Well received"
"Trust is not a part of a collaborative relationship. It is an outcome of one"
"Wayne brought a lot of insight into different ways of approaching negotiations. I loved working through the member scenarios. I got a lot of value from dissecting my issues with Wayne. Authoritative!"
Vistage members are high-integrity business leaders from a diverse range of industries who meet monthly to support each other and address the challenges of leading in these increasingly uncertain times.
The speaker session is the first part of a monthly all-day meeting and is attended by between 14 and 16 people. During the afternoon, Vistage members continue with their Executive Session. Our speakers are subject experts focused on stimulating active discussion with the group.
Attendance at Vistage meetings is for business leaders only and by invitation and subject to space availability , for this event we welcome Guests who are CEOs or Business Leaders. Please click here and register your interest.