Leadership Development Partners

Join us for "ADAPTIVE NEGOTIATION SKILLS with Lee Jay Berman" a Live, In-Person Course on January 26, 2024 (9:00 - 4:30) at the Skirball Cultural Center in Los Angeles (Approved for 6.0 hours of California MCLE Credit).

Who Should Attend:

Mediators of all levels, judges, attorneys (litigators and transactional), claims professionals, risk, managers, and others who participate in mediations and negotiations.

Most people negotiate in a way that is consistent with their personalities. This fact bears out repeatedly in tests conducted by us over the past 20 years. Nice people approach negotiation in a collaborative way that makes everyone happy, and they often give away too much value. Competitive people negotiate in a way where they can feel as though they have won, and relationships suffer because nobody ever wants to do another deal with them, or they fail to reach a deal at all. These approaches can become predictable, making them vulnerable to exploitation.

When we have surveyed people who transact business with the public, they tell us that they spend somewhere between 50-80% of their time negotiating, whether externally with clients or managing internal matters. They also tell us that most have had, on average, fewer than 4 hours of negotiation skills training.

There is a science and a strategy to negotiation, whether negotiating deals, or settling disputes. This workshop will cover both distributive bargaining, for the competitive side of the negotiation, used to claim value effectively, and integrative bargaining, sometimes called interest-based negotiation, used to collaborate and build relationships. It is our belief that skilled negotiators must understand both methods of negotiation and practice before they can begin to develop the nuanced styles that allow them to blend these behaviors for maximum outcome.

Adaptive Negotiation is an approach for successful negotiations that comes from studying the theory and practice of both schools of negotiation, learning to understand the techniques and the tactics being used by others so as to adapt one’s negotiation style in a very mindful and strategic way in order to successfully reach both an advantageous result and build a stronger and sustainable relationship with the client, vendor, external partner, colleague or supervisor with whom one is negotiating.

The Adaptive Negotiation Skills Workshop is a lively, interactive 1-day program that studies negotiation theory and practice, game theory and negotiation ethics, and uses role-play simulations, case studies and high-energy, interactive lecture for maximum skill development. After experiencing the practical tools we share during this highly energetic program, seasoned business people will acknowledge having used tools like these, but never having completely understood the strategy behind them, and they will negotiate very differently going forward, crafting transactions in more creative, more responsive and more adaptive ways.

Participants will leave with a strong understanding of the different negotiation styles, having practiced employing each, and then having practiced the combination of the two. They will leave with greatly increased self-confidence as they approach their next real life negotiations. As an added advantage, participants will leave with a common language for the strategies being employed during a negotiation, which facilitates their communicating with each other about situations and strategies.

This course will cover:

Competitive Negotiations
Distributive Bargaining
Avoiding Exploitation
Simulation: "You've Got Mail"
Beyond Avoiding Exploitation
Opening Offers
Collaborative Negotiations
Positions v. Interests
Simulation: Banktec v. San Diego Federal
Creative Problem Solving
Managing Negotiation Styles
Defining Success

Learning Objectives:

At the conclusion of this program, participants will leave with a strong understanding of the different negotiation styles, have increased self-confidence in relation to real life negotiations, and a common language for the strategies being employed during a negotiation.

http://aiminst.com/lneg

So much fun being quoted in this article! Thanks, Kepler Search for reaching out! It’s called, “11 Tips on How To Get to the C-Suite.” Below are my little pieces that they used.

Today, on March 21, 2023, we are here to say that we stand firm in our values and support each and every one. Our AIM is a healthy, harmonious society without prejudice and discrimination. ❤️

Happy Holidays and Happy New Year!

Sending everyone warm wishes for a safe and happy holiday with all your loved ones!

Telling an unpopular truth to a leadership team shouldn’t make one an outcast. What actually outcasts a person is:

1. Saying it with judgment;
2. Blaming;
3. Always being the one to do it; or
4. Presenting problems without bring possible solutions.

Instead, ask questions: “Have we ever looked at it from this perspective?”
“I’m wondering if this might be becoming a trend?”
“Are you all noticing this, too?”

Think and speak in first person plural (we, us, our, let’s, together) that prompts collaboration, rather than the I/you split that divides people.

This might be the best thing you see on the internet this week. Check out this Ted Talk by Adam Grant on "How to stop languishing and starting to find flow" (15 mins.). It is well thought out and on point.
http://aiminst.com/grant

Pssssst, did you hear?
Are you in the inner circle?
We have a new phone number...🤫

Just wanted to update everyone on our new phone number!

We can now be reached at 310-593-9905

Thank you to colleague Carol Roth for allowing me to offer this brief contribution to her blog question: "Please tell us your ONE best tip for cultivating a positive mindset for your small business. 2020 was a tough year for many small businesses and this year is off to a rocky start, so how do you stay positive and motivated to push forward?"

What do you do to inspire the people around you? Let us know in the comments below!
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Happy Wednesday! We hope this wonderful reminder from Eckhart Tolle will help get you through your mid-week blues!
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