15th Annual Women's Leadership Conference
Pre-Conference Workshop:
Negotiation Excellence Workshop
April 29, 2019
Overview: Build Your Skills While Discovering New Leadership Development Tools
Research – and often our own experiences – indicate that women do not get to negotiate on a level playing field. This reality makes the need to continuously elevate negotiation skills and strategies even more crucial. The Negotiation Excellence Workshop is a fully immersive, interactive experience in which insights from master negotiators and coaches are accompanied by exercises, role-playing, and active training in negotiation skills. This one-day investment will leave you with insights and experiences that could change the course of your next negotiation with peers, vendors or clients – and provide new, unique skill sets, frameworks and strategies to enhance leadership development in your organization.
8:00 – 9:00 am
Registration and Breakfast
9:00 – 9:10 am
Welcome and Introductions
Joan Greco, Program Director, The Conference Board
9:10 – 10:10 am
The Drama of Dealmaking
Why do some of our negotiations fall short of success? Why do others end with sought-after outcomes, including attractive financial terms and strong relationships? Award-winning researcher and teacher on negotiation Daniel Ames pushes back against some commonly-held “pinhole” views about bargaining, urging a “panoramic” view instead. We will begin the day by walking through the Five Dramas framework, a systematic way of thinking and preparing that is tied to negotiation success and put the ideas into practice immediately by applying the framework to current situations. We will also take stock of ourselves as negotiators, sketching takeaways about our own development and setting the stage for the rest of the day.
Daniel Ames, Professor, Columbia Business School
Kim Karetsky, Former Executive Director, J.P. Morgan Private Bank, Advisor Development Group
10:10 – 10:55 am
Master Negotiator: Applying Lessons from Negotiations with 12 Unions
As Chief Human Resources Officer of the Port Authority of New York and New Jersey, Mary Lee Hannell is responsible for a comprehensive labor relations strategy across 23 unions, including direct negotiations for twelve civilian and police unions. Discover what she’s learned negotiating while an agency’s labor relationships and some of the nation’s most important infrastructure are at stake – and how these lessons can be applied to crucial negotiations at every level. Then share insights and questions in small-group discussions and report-outs.
Mary Lee Hannell, Chief Human Resources Officer, Port Authority of New York and New Jersey
Kerri Crossan, Chief Negotiator, Deputy Director of Labor Relations, Port Authority of New York & New Jersey
10:55 – 11:10 am
Refreshment Break
11:10 am – 12:10 pm
Closing the Confidence Gap
Some research suggests that women begin their careers with, on average, less confidence than their male peers. Other studies suggest that even when women are equally confident in their abilities, they are less likely to promote themselves – and may receive different reactions when they do than the reactions their male colleagues receive. Closing this “confidence gap” is an essential element in strengthening one’s negotiating muscle. In this interactive session we will learn to understand the gap in
confidence and/or self-promotion and learn and practice new strategies and exercises to close the gap for oneself or for others.
Christi Krautbauer,HR Consultant; Co-Chair, Women @ Thomson Reuters Business Resource Group, Minnesota, Thomson Reuters
Carissa Schmitz, HR Consultant; Co-Chair, Women @ Thomson Reuters Business Resource Group, Thomson Reuters
12:10 pm – 1:00 pm
Lunch
1:00 – 2:45 pm
Tactics of an FBI Hostage Negotiator: Why Empathy and Active Listening are Power Moves
In this session Chip Massey, former FBI Special Agent and Hostage Negotiator, will provide skill sets and actionable tactics that you can begin using in almost any context immediately.
We will learn how to:
- De-escalate a tense conversation
- Bring someone to a more productive and positive mindset
- Lead and function optimally under stress
- Position yourself for success
- Build rapid trust and rapport
- And most importantly, how to harness the power of your own emotions
Chip Massey, Recent Special Agent, Crisis Negotiator, FBI
2:45 – 2:55 pm
Refreshment Break
2:55 pm – 3:55 pm
Master Negotiator: Making the Tough Calls and Changing Workplaces for the Better
Terri Solomon is a national legal expert in improving fairness and inclusiveness in workplaces, and in heightening leaders’ effectiveness – including the ability to negotiate and mediate difficult conflicts. Learn crucial negotiation skills for one’s toughest leadership challenges, and actionable strategies for negotiating positive change in your workplace.
Terri Solomon, Shareholder; Co-Chair, Workplace Safety and Health Practice Group, Littler
3:55 pm – 4:05 pm
Refreshment Break
4:05 pm – 5:30 pm
Bringing It All Together: Better Negotiation Though Emotional Insights
In this interactive session, we will use and add to the skill set we have gathered over the course of the day to:
- Learn to use “intuition” to activate innate powers of negotiation
- Apply new strategies to enhance negotiation capabilities
- Expose the self-imposed barriers that can hold us back from being expert negotiators
- Simulate negotiation scenarios in groups
- Create a personal action plan from the negotiation strategies we’ve discussed during the course of the workshop
Alexandra Phillips, Executive Coach and Author at The Conference Board and Forbes
Closing Remarks
Joan Greco, Program Director, The Conference Board
Earn Recertification Credits
Earn up to 6.5 CPE credits
Personal Development
Requirements : Attendees must sign-in each day for full credit. Delivery Method: Group-Live; Program Level: Intermediate, Prerequisites: Bachelor’s degree or higher, Advanced Preparation: None
This program is eligible for 5.75 CCE / ICF credits in Resource Development
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