Webinar | Negotiating for Optimal Results
This two- hour Zoom session will examine the struggle we often experience between meeting our substantive needs in negotiations while maintaining or improving the working relationship. We will review the impacts our mindset and assumptions have on how we interact with the other party during a negotiation. We will compare and contrast the concept of traditional “positional bargaining” with the more effective “interest-based negotiation.” We will offer a number of strategies for creating value for both sides during a negotiation. Typically, we believe that we must win and the other side must lose, but this portion of the workshop dispels that myth and finds ways to create a win/win solution.
Attendees will:
- find the balance between getting our substantive requirements met while maintaining or improving the working relationship
- learn how the assumptions we bring into a negotiation can impact our actions and behaviours—and ultimately our negotiation effectiveness
- understand the differences between positional bargaining contrasted with the more effective strategy of interest-based negotiation
- identify ways in which both sides can create value to allow both sides to succeed in getting their substantive needs met
About the presenter
Gary McDougall is a retired police officer who served with the Calgary Police Service for 25 years, including nine years as a member of the hostage/crisis negotiation team. He served as both a team leader and training coordinator for the Calgary hostage negotiation team, and upon retiring in 2006, Gary formed a company called Conflict Solutions. He is currently on the speaking circuit, delivering training in a number of disciplines, which include effective negotiation skills, conflict management, dealing with difficult clients, ethics in the workplace and workplace violence issues.
Gary is also a member of the Canadian Speakers Bureau as well as a lead instructor for the National Tactical Officer’s Association. In that capacity, he travels around North America teaching crisis intervention and hostage negotiation skills to law enforcement agencies. Gary is both a graduate of the FBI Hostage Negotiators Training School and has served as an Instructor at the FBI Training Academy in Virginia, assisting in the training of new FBI hostage negotiators.