XCPD-171 - Leadership Presence and Negotiation

Course Description: 
Building a personal brand allows a leader to clearly define his/her leadership platform. This platform establishes the framework for messages that are delivered, strategic directions that are forged, negotiation positions that developed, and choices that are made.  It is important for leaders to set the stage, be clear about the direction in which the organization is going, and hold all accountable for the standards they set.

Weekend 1 – Topic: Leadership Presence, Power, and Influence (9 hrs) 
Day one of the course, participants will examine the importance of a leadership platform and analyze or begin to develop their own platform, the impression left on those they encounter, and how their platform sets the stage for people in their organization. They will explore how developing emotional intelligence competencies are essential to successful and effective leadership. Effective leaders are able to use their power and influence to mobilize people to achieve organizational objectives. Participants will examine the use of personal, positional, and relational power as well as the effective uses of these sources of power.

Weekend 2 – Topic: Executive Negotiation Skills (9 hrs) 
Day two will focus on developing negotiation skills.  Negotiation is the art and science of securing agreements between two or more parties who are interdependent and who are seeking to maximize their outcomes. In this seminar, participants will review the theory, practice, and processes of negotiation in a variety of settings—business, commercial, and interpersonal. Objectives include evaluating notions of when to negotiate and understanding the central concepts in negotiations.  This seminar will be very experiential.  Emphasis will be placed on actual negotiation simulations and cases. 

Course Objectives:  
Upon completion of this course, successful students will be able to:

• Describe emotional intelligence as it relates to leadership effectiveness.
• Outline three opportunities for the use of power and influence to achieve organizational objectives.
• Identify two elements of their personal leadership brand.
• Outline steps to plan, research, and prepare for a negotiation.
• Understand and recognize common negotiating mistakes and how to eliminate them.
• Prepare a contract negotiations checklist.
• Develop a bargaining agenda and strategy.
• Construct an integrative bargaining approach.
• Understand how to employ mediation to resolve an impasse.
• Model negotiation principles during in-class simulations.