We negotiate every day – with co-workers, business associates, contractors, family, neighbours, and friends. We want what we want and will fight to achieve that. Unfortunately, this often results in people not wanting to work with us or deal with us in the future. Alternatively, they find a way to get even, which will either further damage the relationship or undermine you. Interest-based negotiating is a different way to approach achieving your goals. This form of negotiating focuses on accomplishing the task and reaching the goal, while building a collaborative relationship.
” Win/win is an attitude, not an outcome. “
– Don Boyd
Interest-based negotiating is different from positional bargaining where parties tend to argue and try to win at the other person’s or party’s expense. Interest-based negotiating focuses on meeting the needs of both parties and reaching a mutually agreeable outcome.
This course will help you prepare and conduct a negotiation that results in a win/win outcome.
Course content can be custom-designed to meet your timeline and needs from topics such as:
- Conflict continuum – dispute resolution methods
- Differences between collaborative & traditional negotiating
- Positions, issues and interests
- Communication skills for negotiators
- The collaborative approach – model
- Preparing to negotiate
- Setting the context, framework and establishing a collaborative atmosphere
- Establishing authority to negotiate
- Clarifying the issues
- Exploration of interests and building understanding
- Assertive expression
- Objective criteria
- Transition/goal statements
- Writing up a memorandum of understanding
The learning environment includes instruction, exercises, small and large group discussions, and lots of hands-on practice. My goal is to help you develop your skills and sense of confidence.
*Note: I am also a certified personal coach with experience working with individuals on this topic. I can work with you one-on-one to learn and practice these skills in a confidential setting.
Pam is a valuable member of the faculty at the JIBC, Centre for Conflict Resolution. She teaches and coaches in a variety of courses, and receives very positive feedback from students and colleagues. Pam is always looking for new ways of engaging students and encouraging them to learn and explore ways of dealing with conflict.
Pam WhiteFormer Dean, School of Community and Social Justice, Justice Institute of British
I have utilized Pam’s skills as a facilitator working with our Safety Committees at both Canfor and Tolko. As a facilitator, she creates an environment where all participants become actively engaged in the process. The results are demonstrated in a strong commitment by the participants to achieving the targets and goals that are agreed to. Participants leave the process with positive comments about the process and Pam’s ability to engage them in a positive outcome.
Pat DonnellyOperations Manager - Canfor / Tolko
Pam worked with me to dig into what truly motivates me at work and how to deal with difficult client relationship issues. We also discussed how I could get more satisfaction in my free time. Since my meetings with her, I have produced a successful children’s tv show and have re-connected to my love of making art. Pam is patient and thoughtful and helps you to ask yourself the questions that will move you forward. By working with her and doing the homework she assigned, I feel I have a deeper understanding of how to be my best self.
Pam is an extraordinary professional with a unique and gifted ability to connect personally with her clients. She has a devoted work ethic and a uniquely rare ability to assist people to identify and work through challenging human and work relationships. Her insights and recommendations have always been on target and resulted in improvements to both business and human performance.
John AppletonRegional Vice President (National Accounts) Bee-Clean Building Maintenance
I decided to try coaching to overcome a longstanding block I experienced with being successful at interviews. Pam put me at ease during our coaching sessions and skillfully helped me to believe in my ability to perform well at interviews and more importantly in many other areas of my life. Her coaching was a major contribution to my success in being offered the job of my dreams in a highly competitive process.
Pam Penner was exceptionally helpful to me when I was facing a transitional time in my career. She was able to assist me in isolating the issues I was facing and providing perspective that allowed me to move on. I would highly recommend her services.
Pam has instructed in numerous classes for us for a wide variety of clients and learners. She is conscientious, caring and reliable, and has diverse experience and knowledge in the areas of conflict resolution, restorative justice and mediation education and training.
Kent HighnamProgram Director, Centre for Conflict Resolution / Centre for Leadership, Justice Institute of British Columbia
Pam is an excellent instructor. She exudes a welcoming and down-to-earth approach as she coaches and instructs learners in conflict resolution and mediation skills. I highly recommend her as a mediator, instructor, and facilitator.