Discover the Influence Equation—a simple, high-impact framework that can help you identify and overcome three major factors that fuel resistance in any given negotiation
Deepen your understanding of the essential elements of persuasion and how to use them to prepare for your next negotiation
Diagnose the issues behind difficult negotiations and learn how to rebuild relationships for more effective outcomes
Plan a long-term influence campaign to help reduce resistance and become more influential over time
We all encounter resistance. Whether we’re negotiating, giving feedback, managing up, or leading change, we are all familiar with situations in which we lay out a perfectly rational argument but, inexplicably, the other party resists. Maybe they say no, or worse, they say yes but don’t follow through.
In human interactions, resistance is inevitable. Pushing harder tends to increase the resistance. But giving in not only leads to suboptimal results, it also pushes your counterpart to dig in. The key to unlocking resistance is diagnosing and mitigating the causes.
Through breakout sessions, exercises, role plays, and other hands-on experiences, Carlebach will explain what to do when you encounter resistance. This session will introduce you to the Influence Equation—a simple, high-impact framework that can help you identify and overcome three major factors that fuel resistance in any given negotiation.
