NEGOTIATION & INFLUENCE

The past 30 years have seen a blossoming of empirical research on organisational and business related negotiations. Writing her PhD dissertation in the area of intercultural negotiation, Dr. Lytle has been a core member of this community of negotiation research, teaching and practice for more than 20 years.  She is currently the president of the International Association for Conflict Management.

 

She has taught negotiation at some of the most reputable universities in the world across undergraduate, MBA and executive levels, including the Kellogg Graduate School of Management at Northwestern University, The Hong Kong University of Science and Technology, The Australian Graduate School of Management, The Melbourne Business School, the Ross School of Business at the University of Michigan and currently at The Monash Business School.

compromise
compromise

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Negotiating
Negotiating

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settlement

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There are many negotiation programs in the marketplace. Dr. Lytle’s negotiation workshops are differentiated by having more than just simplistic frameworks and interesting stories. The practical strategies, skills and tools included in all of Dr. Lytle’s workshops are all evidence based, drawing from Dr. Lytle’s 20+ years of knowledge of foundational and cutting-edge negotiation research. She uses a combination of negotiation simulations, case studies, live consulting on participant cases, analysis and review of digital negotiation process recordings, live feedback, fish-bowl negotiations, negotiation style inventories, and content sessions to impact knowledge and a practical strategic toolkit to participants.

 

The main objective of Dr. Lytle’s negotiation training is around improving strategic flexibility for each participant. Because no one negotiation strategy or style is effective across all situations, it is imperative for negotiators to learn to identify the characteristics of different situations and be well versed and comfortable to use a wide range of strategies and tools. Her workshops cover successful preparation, implementation and evaluation of negotiation processes and outcomes.

 

A sample of negotiation learning modules include:

 

  • Negotiating Deals

    • Competitive negotiations: Claiming value

    • Increasing your share of the pie

    • Understanding how to protect yourself against the competitive strategies of others

    • Using emotions to your advantage

    • Creating value

    • Learning strategic tools for creating value for both you and your negotiation partner

    • Clarifying common misunderstandings around what defines “win-win”

    • Cultural differences in claiming and creating

    • Understanding the role of culture in negotiation

    • Using cultural differences to create value

    • Complex multi-issue negotiations: Simultaneously claiming and creating

    • Analysing negotiation and issue structures

    • The challenges of team-based negotiations

 

  • Conflict Management & Dispute Resolution

    • Managerial third party dispute resolution

    • Using the tools of mediation

    • Resolving workplace conflicts

    • Conflict management styles

    • Negotiating with a difficult partner: Threats and promises

    • Approaches to dispute resolution: Interests, rights and power

    • Understanding when and how to use threats

    • The influence of emotions in disputes

    • Lose-lose negotiations

    • Understanding the structure of lose-lose negotiations

    • How to identify lose-lose traps and avoid them

 

  • Influencing

    • Multiparty negotiations

    • Understanding power and influence in complex negotiations

    • Influencing without authority

    • The use of coalitions

 

  • The Influence of Gender in Negotiations: Challenges for Women (specialised workshop)

 

  • The Influence of Culture in Negotiations (specialised workshop)

 

As in all of Dr. Lytle’s training and development initiatives, she strives to deliver value to her clients beyond the fun and informative workshop, with the objective of creating visible behavioural change for each participant. There is no question that sustainable behavioural change in any competency area is not easy, requiring practice and repetition to reprogram the neuronal pathways in the brain. In all of her workshops, Dr. Lytle attacks this problem head-on, encouraging participants to engage in the practice of “doing something differently” through the creation of concrete, specific and realistic action plans for which she promotes accountability. In addition, she works with clients to diagnose the structures, systems and environment surrounding participants that will support or inhibit the desired changes. Follow up is critical and Dr. Lytle works with clients to create sustainable organisational or peer support structures to maximise the application of learning and knowledge far after the workshop is over.