Setting the Scene: The Initial Meeting
In this video, you’ll see a very direct reaction to an interests-based approach. What are the risks/benefits of this approach?
Setting the Scene: Introducing Lyn
In this video, you’ll see the setup of a common negotiation challenge – a meeting with an unknown party. How would you react in this situation?
What Not to Do: Threats
In this video, you’ll see an example of an unconstructive use of threats. How would you respond in this situation?
What to Do: Natural Consequences
In this video, you’ll see the use of natural consequences to respond to a client’s position. How does the client effectively introduce these ideas?
What to Do: A Constructive Response
In this video, you’ll see a more constructive reaction to client’s positio. What are the risks/benefits of this approach?
What Not to Do: A Typical Response
In this video, you’ll see an overly assertive response a client’s position. What are the risks/benefits of this approach?
Setting the Scene: The Challenge
In this video, you’ll see the setup of a common consulting challenge – the positional client. How would you react in this situation?
How to Deal Well with Difference
In this video, you’ll see a strategic approach to working through the relationship issues in an influencing conversation. Notice how the parties share their perspectives. What are the risks/benefits of this approach?