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BUNDLE: Leading Through Influence

$7,820.00 $9,200.00 Save $1,380.00
BUNDLE: Leading Through Influence

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NYU Stern School of Business
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New York, NY 10012

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BUNDLE: Leading Through Influence

$7,820.00 $9,200.00 Save $1,380.00

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Negotiations and politics are inherent realities of every workplace. The two courses included in Leading Through Influence bundle will enhance your negotiation skills and office politics acumen, positioning yourself as a valuable leader within your organization. Learn the strategies and technical skills needed to resolve conflicts, obtain more successful outcomes and increase productivity during this five-day program.

Courses Included
Certificates and Credits

Upon completion of this course, participants will receive a Certificate of Achievement. This program is also eligible for Continuing Professional Education (CPE) credits through NASBA.

Program Takeaways

  • Negotiation Tactics

    Learn how to implement optimal tactics and strategies in a wide variety of negotiations
  • Collaboration

    Pursue individual goals by creating opportunities for “win-win” solutions through collaborative negotiation
  • Optimization

    Capitalize on the strengths of their individual negotiation styles and avoid many of the costly pitfalls that negotiators often make
  • Definition of Politics

    Gain a pragmatic grasp of what power and politics mean in organizational settings
  • Frameworks

    Assess their political skills and shortfalls using frameworks that are simple, potent and immediately applicable
  • Actionable Plan

    Develop an actionable career plan to manage interpersonal conflict and enhance the productivity of individuals and teams

Who Should Attend

Although there are no formal education or background requirements, this course is designed for executives who meet the criteria below. While we strongly encourage global participation, please note that all courses are taught in English. Proficiency in written and spoken English is required.

  • Years of Experience

    Designed for professionals with 5+ years of work experience
  • Job Functions

    Ideal for professionals responsible for negotiating arrangements with clients, vendors, employees and other organizational stakeholders, and who regularly manage organizational conflict
  • Prerequisites

    Intended for professionals with existing experience in negotiation and conflict management


The following agenda is a sample and subject to change.

Negotiation Strategies

8:30 am - 9:00 am: Breakfast
Session 1: Claiming Value: How to Achieve Better Outcomes through Competition
  • Introduction: The key obstacles to effective negotiation
  • Tactics for optimizing your outcomes in any negotiation
  • Strategies to enhance your success before you even show up
12:15 pm - 1:15 pm: Lunch
Session 2: Creating Value, Part 1: How to Achieve Better Outcomes through Collaboration
  • Fundamental principles of collaborative negotiation
  • Overcoming barriers and resistance to collaboration—from yourself and others
  • Knowing if, when and how to pursue value creation

Negotiation Strategies

8:30 am - 9:00 am: Breakfast
Session 3: Creating Value, Part 2: Advanced Tactics for Optimizing Value Creation
  • Advanced principles of collaborative negotiation
  • Complex strategies and tools for value creation
  • Avoiding the risks of exploitation
12:15 pm - 1:15 pm: Lunch
Session 4: Negotiation Styles and Signals
  • Recognizing and leveraging your personal negotiation style
  • Understanding the broader impact of your actions and approach during negotiations

    Negotiation Strategies

    8:30 am - 9:00 am: Breakfast
    Session 5: Resolving Conflict through Negotiations
    • Key approaches and tools for resolving conflict through negotiations
    • Identifying and managing unproductive emotions that arise during conflict
    • Reorienting conflict toward collaboration
    12:15 pm - 1:15 pm: Lunch
    Session 6: Negotiating through Agents
    • Avoiding common pitfalls and leveraging agents to your advantage
    • Negotiating as part of a team
    • Telling the truth: Ethical and strategic considerations
    4:30 pm - 5:00 pm: Negotiation Strategies Program Conclusion and Evaluations

    Organizational Politics and Power Dynamics

    8:30 am - 9:00 am: Breakfast
    Session 1: Power and Politics at the Individual Level
    • Organizations as political systems
    • Power and its different faces
    • The dynamics of power play at the individual level
    12:15 pm - 12:45 pm: Lunch
    Session 2: Power and Politics in Complex Organizations
    • Power plays and strategies to manage them
    • Managing power play between team members and teams

    Organizational Politics and Power Dynamics

    8:30 am - 9:00 am: Breakfast
    Session 3: Personal Plan for Power Management
    • The politics of persuasion and the power of language
    • The politics of crisis and how to manage it
    12:15 pm - 12:45 pm: Lunch
    Session 4: Developing a Power-based Strategy to Grow Your Career
    • Playing politics and playing it right
    • Developing your career strategy in the pursuit of power
    4:00 pm - 4:30 pm: Organizational Politics and Power Dynamics Program Conclusion and Evaluations