What you will learn:

Why is it hard to ask for what we want? Well, there's the physical sense of unease that floods in when we think about it... And the fear that people might think we're crazy. Or perhaps it's hard to know what is a reasonable request. Likely, it’s all of the above.

Struggling to ask for more is so common of a challenge it’s practically synonymous with being human. However, with a little training, we’re all capable of defining what we can ask for—stronger proposals, a different table at a restaurant, or a more reasonable price on that used car. We can close better “deals” without losing what makes us human.

In this course, we will unpack the sinking feeling that often comes before a negotiation, and how we can overcome the resistance to ask for what is important to us. Focused on actionable lessons, this course covers techniques for defining and presenting requests in a way that increases our chances of getting a "yes," and stronger relationships, too. Examples in this course are tailored to the audience and participants are given opportunities to try their hand at new skills with small exercises throughout the session. As a takeaway, each session includes an optional “homework” exercise to conduct at home or at work after the session, as a proxy for transferring the valuable takeaways out of the classroom into daily life.

About the instructor:

Rachel Moore is the founder and lead educator for The Human Factor. Dedicated to making negotiation and advocacy accessible to all, Rachel is passionate about translating skills, frameworks, and proven theory into relevant-to-me examples and actionable guidance. Her dynamic, hands-on approach to education has led her to teach in multiple arenas, including corporate training, executive education, and graduate-level negotiation courses for MIT. Rachel has designed negotiation curriculum for the MIT School of Engineering and Sloan School of Business, and guest lectured to audiences that run the spectrum—from creative university programs, local professional organizations, youth conferences, and corporate audiences. In addition to leading The Human Factor, Rachel is a lecturer at Northeastern University's D'Amore-McKim School of Business.

Along with her work as an educator, Rachel is an experienced strategist focused on organizational innovation in complex environments. In this work, Rachel partners with clients as they pursue the tough challenge of developing the future of their business. Rachel works with individuals from the executional level to the c-suite as they negotiate conflicting goals, organizational complexity, and human dynamics to close deals and form effective, sustainable teams. Her notable clients include, Visa, GE, Disney, NASA, and Boston Children’s Hospital.
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Suggested Length:60 min(Flexible)
# of Employees: Flexible
Format: Live via Zoom
Available Formats:
  • Keynote Followed by Q&A
  • Lecture with Discussion
  • Interactive Workshop

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