Training Overview
Negotiation is the subject I teach most frequently, and involves helping people meet their interests more effectively when interacting with others. The topics I cover vary depending on the audience, but often include competitive and collaborative negotiations, negotiating styles, preparation, and communication. More advanced topics include team and multi-party negotiations, managing emotions in negotiation, stakeholder analysis, agency, power, coalitions, and more. Other related courses include classes on Influence, which help people get things accomplished when they have little authority or direct power; Conflict Management, which help people identify and resolve issues and move from conflict to collaboration; and Effective Communication and Difficult Conversations, which help participants engage in more productive discussions with others in the most challenging but crucial situations.
Leadership is another area I teach frequently, and involves helping people develop themselves, their teams, and their organizations to accomplish greater goals. On the individual level, some of the topics I cover include an exploration of values in leadership, developing a vision and mission, self-confidence and emotional intelligence, and dealing with setbacks. On the team and organizational level, I work with people on goal-setting, coaching and feedback, group decision-making, communication and influence techniques, and adapting their leadership styles to different situations and the needs of their organizations. Change Management is another area I work in, teaching people to become change agents and manage change efforts on both project and organizational levels.
My training style is based on the idea that people learn skills such as negotiation experientially. Learning is also iterative, and by engaging participants in a series of exercises and role-plays, I help them gain an intuitive sense of how to apply the skills in practice. As a result, my workshops are highly interactive, and involve presentation mixed in with discussion, large group exercises, and small group role-plays. I also believe that people can only learn new behaviors if they are first made aware of their current habits, assumptions, and reactions. Insight and learning are highly personal. Participants in my workshops examine their reactions to the exercises we do and extrapolate from those experiences to their interactions at work and elsewhere. The exercises are designed to be provocative and to motivate participants to go beyond their current ways of doing things.
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Leadership is another area I teach frequently, and involves helping people develop themselves, their teams, and their organizations to accomplish greater goals. On the individual level, some of the topics I cover include an exploration of values in leadership, developing a vision and mission, self-confidence and emotional intelligence, and dealing with setbacks. On the team and organizational level, I work with people on goal-setting, coaching and feedback, group decision-making, communication and influence techniques, and adapting their leadership styles to different situations and the needs of their organizations. Change Management is another area I work in, teaching people to become change agents and manage change efforts on both project and organizational levels.
My training style is based on the idea that people learn skills such as negotiation experientially. Learning is also iterative, and by engaging participants in a series of exercises and role-plays, I help them gain an intuitive sense of how to apply the skills in practice. As a result, my workshops are highly interactive, and involve presentation mixed in with discussion, large group exercises, and small group role-plays. I also believe that people can only learn new behaviors if they are first made aware of their current habits, assumptions, and reactions. Insight and learning are highly personal. Participants in my workshops examine their reactions to the exercises we do and extrapolate from those experiences to their interactions at work and elsewhere. The exercises are designed to be provocative and to motivate participants to go beyond their current ways of doing things.
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Training Programs
I conduct a number of standard training programs, though most of the organizations I work with prefer custom-designed programs to meet the needs of their employees. Generally I come to you to teach at your site, though sometimes companies prefer to conduct training off-site.
Occasionally, I also offer public workshops. The dates and locations of such workshops will be announced on The Negotiating Table's home page. Some of the workshops I have in a standard format include the following:
Negotiation Skills - This course is applicable to anyone who has to negotiate at work, at home, and elsewhere. The topics covered include competitive negotiations, negotiating styles, collaborative negotiations, preparation, and communication skills. There are also specialized versions of this course for sales people, litigators, transactional attorneys, purchasing managers, customer service personnel, human resources professionals, and project managers.
Advanced Negotiation Skills - This course is for people who have either taken the first negotiation skills class, have had other instruction in negotiation, or negotiate extensively at work. Topics covered include difficult and complex negotiations, team and multi-party negotiations, emotions in negotiation, agency, and power.
Adaptive Leadership - This course helps front-line managers lead their teams more effectively by focusing on leadership behaviors and adapting those behaviors to the needs of teams.
Leadership - This program looks at numerous aspects of leadership, starting with self-leadership, and then interpersonal skills, group dynamics, and finally leadership within large organizations. It is meant for people who have been promoted or might soon be promoted into leadership positions.
Change Management - Change efforts fail more often than they succeed. This course helps you understand the process of bringing about change and gives you tools for planning and implementing change efforts, dealing with resistance, and managing the emotions and conflict caused by change.
Stakeholder Management - Successful initiatives depend on you navigating a complex and diverse set of stakeholders, getting support where you need it, deflecting resistance that might get in your way, and gathering together the resources you require. This course helps you identify the stakeholder that impact your success, understand their influence, power, and relationships, and develop tools to achieve success on your initiatives.
Facilitation Skills - This course focuses on helping groups of people reach their objectives more effectively, whether in trying to resolve conflicts or simply in trying to make group decisions at work.
Conflict Management - Conflict is difficult to deal with, whether you are a party to the conflict or trying to help others resolve their disputes. This course helps you understand the sources and dynamics of conflict and gives you tools for managing conflicts more effectively.
Communication, Listening, and Difficult Conversations - Communication is at the heart of working with other people, and good listening skills underlie communications. This is especially true when people need to discuss difficult matters that have arisen between them. This course works to enhance your ability to communicate and listen more effectively, particularly under difficult circumstances.
Managing Through Influence - In today's matrixed and distributed environment, people have less and less direct authority over the people they manage. Sometimes projects are strewn across the globe. Sometimes all of the people on a project come from different line organizations and have different priorities than you do. This course combines leadership, negotiation, communication, and influencing skills to help people achieve more influence in their work.
These programs can generally be conducted in full-day, half-day, or short course format and can be combined into multi-day sessions.
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Occasionally, I also offer public workshops. The dates and locations of such workshops will be announced on The Negotiating Table's home page. Some of the workshops I have in a standard format include the following:
Negotiation Skills - This course is applicable to anyone who has to negotiate at work, at home, and elsewhere. The topics covered include competitive negotiations, negotiating styles, collaborative negotiations, preparation, and communication skills. There are also specialized versions of this course for sales people, litigators, transactional attorneys, purchasing managers, customer service personnel, human resources professionals, and project managers.
Advanced Negotiation Skills - This course is for people who have either taken the first negotiation skills class, have had other instruction in negotiation, or negotiate extensively at work. Topics covered include difficult and complex negotiations, team and multi-party negotiations, emotions in negotiation, agency, and power.
Adaptive Leadership - This course helps front-line managers lead their teams more effectively by focusing on leadership behaviors and adapting those behaviors to the needs of teams.
Leadership - This program looks at numerous aspects of leadership, starting with self-leadership, and then interpersonal skills, group dynamics, and finally leadership within large organizations. It is meant for people who have been promoted or might soon be promoted into leadership positions.
Change Management - Change efforts fail more often than they succeed. This course helps you understand the process of bringing about change and gives you tools for planning and implementing change efforts, dealing with resistance, and managing the emotions and conflict caused by change.
Stakeholder Management - Successful initiatives depend on you navigating a complex and diverse set of stakeholders, getting support where you need it, deflecting resistance that might get in your way, and gathering together the resources you require. This course helps you identify the stakeholder that impact your success, understand their influence, power, and relationships, and develop tools to achieve success on your initiatives.
Facilitation Skills - This course focuses on helping groups of people reach their objectives more effectively, whether in trying to resolve conflicts or simply in trying to make group decisions at work.
Conflict Management - Conflict is difficult to deal with, whether you are a party to the conflict or trying to help others resolve their disputes. This course helps you understand the sources and dynamics of conflict and gives you tools for managing conflicts more effectively.
Communication, Listening, and Difficult Conversations - Communication is at the heart of working with other people, and good listening skills underlie communications. This is especially true when people need to discuss difficult matters that have arisen between them. This course works to enhance your ability to communicate and listen more effectively, particularly under difficult circumstances.
Managing Through Influence - In today's matrixed and distributed environment, people have less and less direct authority over the people they manage. Sometimes projects are strewn across the globe. Sometimes all of the people on a project come from different line organizations and have different priorities than you do. This course combines leadership, negotiation, communication, and influencing skills to help people achieve more influence in their work.
These programs can generally be conducted in full-day, half-day, or short course format and can be combined into multi-day sessions.
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Clients
Some of the organizations I've worked with include the following:
Banks and financial services companies:
- Credit Suisse
- State Street Corporation
- Citizens Bank
- Sentry Insurance
- Key Bank
Law firms and consulting companies:
- Nixon Peabody
- Goodwin Procter
- Wilmer Hale
- Sullivan & Worcester
- MacDermott, Will & Emery
- Day Pitney
- SEA Consultants
- Boston Consulting Group
Health care and health insurance organizations:
- Humana
- Massachusetts General Hospital
- Carefirst Blue Cross Blue Shield of Maryland
- SUNY Stonybrook Hospital
- Harvard Health Services
Manufacturing, product, and technology companies:
- TJX Corporation
- Reebok
- Hasbro
- Bemis
- Vista Computer Services
Government agencies and nonprofit organizations:
- The National Credit Union Administration
- The State of Oregon Employment Department
- The State of Connecticut Department of Labor
- The City of Cambridge Community Development Department
And many many others... I'm happy to connect you with people i've worked with as references. My emphasis is on delivering the most relevant material to participants in an experiential, interactive, engaging manner so that they absorb and apply the skills and concepts to their work right away.
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Banks and financial services companies:
- Credit Suisse
- State Street Corporation
- Citizens Bank
- Sentry Insurance
- Key Bank
Law firms and consulting companies:
- Nixon Peabody
- Goodwin Procter
- Wilmer Hale
- Sullivan & Worcester
- MacDermott, Will & Emery
- Day Pitney
- SEA Consultants
- Boston Consulting Group
Health care and health insurance organizations:
- Humana
- Massachusetts General Hospital
- Carefirst Blue Cross Blue Shield of Maryland
- SUNY Stonybrook Hospital
- Harvard Health Services
Manufacturing, product, and technology companies:
- TJX Corporation
- Reebok
- Hasbro
- Bemis
- Vista Computer Services
Government agencies and nonprofit organizations:
- The National Credit Union Administration
- The State of Oregon Employment Department
- The State of Connecticut Department of Labor
- The City of Cambridge Community Development Department
And many many others... I'm happy to connect you with people i've worked with as references. My emphasis is on delivering the most relevant material to participants in an experiential, interactive, engaging manner so that they absorb and apply the skills and concepts to their work right away.
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What People Are Saying - a few of my LinkedIn recommendations
"Moshe's workshop shifted my mindset and gave me the tools to approach negotiations with more confidence. The tactics and lessons I took away will help me every day in some way, be it in business or family life. Great resource to provide to employees!" May 5, 2010
"Moshe delivers by far the best negotaition training course I have ever attended. His extensive experience as a mediator provides him with examples and anecdotes that bring relevance to his course content and encourage his students to view negotiation in ways they may not have previously considered. This is one of those rare corporate courses that stay with you long after it is finished. His engaging approach and creative activities for classroom participation set him apart. I can't recommend him and his courses highly enough." May 3, 2010
“Moshe is one of the most captivating trainers I know. He has an amazing capacity to make complex negotiation theories easy to understand and implement. His training would be invaluable to any small business.” July 12, 2009
“Moshe brings his mastery of dispute resolution, his sense of humor and his wealth of experience to the negotiation table and to the classroom. Only Moshe can make a mediation look effortless. He has a unique talent for using language and humor to teach a concept, diffuse a tense situation and/or boost morale. I highly recommend him; he is an excellent mediator, trainer and coach.” August 25, 2008
“We brought Moshe in to provide Negotiation Skills training for many of our employees. From the moment I announced that he would be facilitating the training sessions, reports came in from folks who had seen Moshe in action and were excited to work with him again. My own experience mirrored that of our employees. It was clear from the start that Moshe possesses a deep, expert-level of understanding and first-hand experience in the field of Negotiation. I was impressed at Moshe’s ability to connect with his audience, and at his ability to deliver information in a easy to understand manner. Having seen him in action, I am confident that he is a true subject matter expert in the field of Negotiation and Mediation. I would be excited to work with Moshe again and recommend him without reservation.” December 12, 2008
“Moshe is an exceptional trainer and negotiator. He was one of the best professors I had while in the MBA program and his course was one that proved useful from day one. He's wonderful to work with and really knows how to get to the core of a situation. He's great at facilitating and enabling others to be better negotiators. I highly recommend Moshe, both as a negotiator and as a trainer.” November 3, 2008
“Moshe can help teach your staff and get to "yes" and create win-win situations. There is an incredible amount of thought and consideration put into the seminars he customizes for any group.” October 10, 2006
“One of the absolutely best trainers and coaches of mediation and negotiation skills I've ever seen, Moshe makes it all look so easy. What a joy to learn from him. As a mediator and a negotiator, he has the knack for discovering what everyone needs and wants quickly and to find ways of increasing the value of the outcome for all. If you want the best, you've found him.” December 10, 2006
“Moshe is an excellent communicator and trainer of mediation and negotiation. He instills the knowledge that negotiation is a skill that everyone needs in their professional and personal lives. His expert understanding and experience with mediation and negotiation allow him to train those with any level of experience or knowledge of these skills.” August 6, 2008
“Moshe is one of those rare professionals with the ability to combine practical and academic training, together with a pleasant personality, to effectively impart hands-on lessons on conflict resolution and negotiation. Moshe was my career adviser on and off the class and helped me navigate interviews and salary negotiations. Aside from his professional demeanor as a professor, I must say that Moshe's strongest trait is his personality and his ability to put people at ease. As a person who has undergone numerous mediation trainings in the past, I believe this feature is what distinguishes Moshe from his colleagues and makes him an effective mediator and trainer, as well as a great person to be around.” August 6, 2008
“Working with Moshe could very well change your outlook on life. I was lucky enough to take his class on Leadership at Boston University. There he helped me develop tools to effectively envision and lead others toward a common goal. As a mediator and trainer Moshe continually practices and refines these tools through successful conflict resolution and the training of diverse groups of people. I highly recommend Moshe to anyone interested in better understanding how others are motivated. He is also an all around great guy, which makes working with him a pleasure in and of itself.” August 6, 2008
“Mr. Cohen is an exceptional negotiator and trainer. He is highly effective at educating his clients regarding complex business negotiations as well as more simple personal matters. I would recommend his services to top executives at any company with whom I have worked.” August 7, 2008
“Moshe has provided outstanding introductory and development coaching in relationship management and development of collaborative negotiation skills and strategies for our divisional and corporate supply chain managers and buyers. The most skeptical are the first to ask for another session...Additionally, Moshe's public workshops in conferences I have chaired and staffed have consistently achieved highest ratings for content, presentation and request for return. He is quietly and profoundly effective.” September 10, 2008
“I took my first class on Negotiating with Moshe. He was great, combining theory with real-life experiences. We also practiced with a salary negotiation. I often recommend him to colleagues who need Negotiating advice. I consider him a great teacher - knowledgeable, personable, and would be happy to hire him again.” November 26, 2007
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"Moshe delivers by far the best negotaition training course I have ever attended. His extensive experience as a mediator provides him with examples and anecdotes that bring relevance to his course content and encourage his students to view negotiation in ways they may not have previously considered. This is one of those rare corporate courses that stay with you long after it is finished. His engaging approach and creative activities for classroom participation set him apart. I can't recommend him and his courses highly enough." May 3, 2010
“Moshe is one of the most captivating trainers I know. He has an amazing capacity to make complex negotiation theories easy to understand and implement. His training would be invaluable to any small business.” July 12, 2009
“Moshe brings his mastery of dispute resolution, his sense of humor and his wealth of experience to the negotiation table and to the classroom. Only Moshe can make a mediation look effortless. He has a unique talent for using language and humor to teach a concept, diffuse a tense situation and/or boost morale. I highly recommend him; he is an excellent mediator, trainer and coach.” August 25, 2008
“We brought Moshe in to provide Negotiation Skills training for many of our employees. From the moment I announced that he would be facilitating the training sessions, reports came in from folks who had seen Moshe in action and were excited to work with him again. My own experience mirrored that of our employees. It was clear from the start that Moshe possesses a deep, expert-level of understanding and first-hand experience in the field of Negotiation. I was impressed at Moshe’s ability to connect with his audience, and at his ability to deliver information in a easy to understand manner. Having seen him in action, I am confident that he is a true subject matter expert in the field of Negotiation and Mediation. I would be excited to work with Moshe again and recommend him without reservation.” December 12, 2008
“Moshe is an exceptional trainer and negotiator. He was one of the best professors I had while in the MBA program and his course was one that proved useful from day one. He's wonderful to work with and really knows how to get to the core of a situation. He's great at facilitating and enabling others to be better negotiators. I highly recommend Moshe, both as a negotiator and as a trainer.” November 3, 2008
“Moshe can help teach your staff and get to "yes" and create win-win situations. There is an incredible amount of thought and consideration put into the seminars he customizes for any group.” October 10, 2006
“One of the absolutely best trainers and coaches of mediation and negotiation skills I've ever seen, Moshe makes it all look so easy. What a joy to learn from him. As a mediator and a negotiator, he has the knack for discovering what everyone needs and wants quickly and to find ways of increasing the value of the outcome for all. If you want the best, you've found him.” December 10, 2006
“Moshe is an excellent communicator and trainer of mediation and negotiation. He instills the knowledge that negotiation is a skill that everyone needs in their professional and personal lives. His expert understanding and experience with mediation and negotiation allow him to train those with any level of experience or knowledge of these skills.” August 6, 2008
“Moshe is one of those rare professionals with the ability to combine practical and academic training, together with a pleasant personality, to effectively impart hands-on lessons on conflict resolution and negotiation. Moshe was my career adviser on and off the class and helped me navigate interviews and salary negotiations. Aside from his professional demeanor as a professor, I must say that Moshe's strongest trait is his personality and his ability to put people at ease. As a person who has undergone numerous mediation trainings in the past, I believe this feature is what distinguishes Moshe from his colleagues and makes him an effective mediator and trainer, as well as a great person to be around.” August 6, 2008
“Working with Moshe could very well change your outlook on life. I was lucky enough to take his class on Leadership at Boston University. There he helped me develop tools to effectively envision and lead others toward a common goal. As a mediator and trainer Moshe continually practices and refines these tools through successful conflict resolution and the training of diverse groups of people. I highly recommend Moshe to anyone interested in better understanding how others are motivated. He is also an all around great guy, which makes working with him a pleasure in and of itself.” August 6, 2008
“Mr. Cohen is an exceptional negotiator and trainer. He is highly effective at educating his clients regarding complex business negotiations as well as more simple personal matters. I would recommend his services to top executives at any company with whom I have worked.” August 7, 2008
“Moshe has provided outstanding introductory and development coaching in relationship management and development of collaborative negotiation skills and strategies for our divisional and corporate supply chain managers and buyers. The most skeptical are the first to ask for another session...Additionally, Moshe's public workshops in conferences I have chaired and staffed have consistently achieved highest ratings for content, presentation and request for return. He is quietly and profoundly effective.” September 10, 2008
“I took my first class on Negotiating with Moshe. He was great, combining theory with real-life experiences. We also practiced with a salary negotiation. I often recommend him to colleagues who need Negotiating advice. I consider him a great teacher - knowledgeable, personable, and would be happy to hire him again.” November 26, 2007
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You Just Missed My Latest Public Negotiation Skills Workshop
Held on Wednesday 9/14/2011 in Boston. The topics covered included the following:
- Competitive negotiations strategies and traditional bargaining tactics
- Negotiating styles and their implications
- Collaborative negotiations frameworks and strategies
- Preparing for your negotiations
- Communicating effectively as you negotiate
Please stay tuned for the next one...
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The Negotiating Table
1085 Commonwealth Avenue, #354
Boston, MA 02215
Phone:(617) 577-0101
Fax:(617) 517-0141
Email:moshe@negotiatingtable.com
Web:www.negotiatingtable.com
1085 Commonwealth Avenue, #354
Boston, MA 02215
Phone:(617) 577-0101
Fax:(617) 517-0141
Email:moshe@negotiatingtable.com
Web:www.negotiatingtable.com