PLAYING BIG FACILITATORS TRAINING: NEGOTIATIONS & COMMUNICATING WITH POWER WWW.TARAMOHR.COM | PAGE 1 Module 7: Negotiations & Difficult Conversations Worksheet #1 For this module, we are joined by negotiation expert, Carrie Gallant, B.A. (Psych), J.D. Carrie Gallant, B.A. (Psych), J.D. is an international executive and leadership coach, facilitator, trainer, speaker and former practising lawyer who enjoys helping her clients to master their personal influencing power and leadership competencies in communication, persuasion, negotiation, and conflict management, while developing and maintaining their integrity and authenticity. Carrie's understanding of the value of personal development, psychology and adult learning models has infused her work as a facilitator, mediator and conflict resolution practitioner, and has enriched her design and facilitation of interactive training and coaching programs on negotiation, mediation, difficult conversations and conflict competency for leaders. Carrie is a Business Mentor with ViRTUS Inc.; an accredited negotiation consultant and facilitator with ENS International (Empowering Negotiation Success); and a certified Facilitator of Authentic Leadership Conversations™ and Authentic Leadership for Teams™. She is licensed in the Money Breakthrough Method®, and a qualified assessor of TTI EQ® and Myers Briggs Type Indicator™ (MBTI™). Her approachable and fun-loving style is paired with solidly-researched content and adult- learning techniques. Carrie regularly adapts tools and techniques from improvisational theatre, which she studied with Theatre Sports in Vancouver. She expanded her creative tools studying further afield with Headlines Theatre, eventually joining the production team as legal consultant for North America’s first known legislative theatre production, Practicing Democracy. She has worked internationally with clients from companies such as Telus Communications, Sun MicroSystems Inc., Rio Tinto Minerals, Teck Cominco, Nexterra Systems Inc., SunLife Financial,
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P L A Y I N G B I G F A C I L I T A T O R S T R A I N I N G : N E G O T I A T I O N S & C O M M U N I C A T I N G W I T H P O W E R
W W W . T A R A M O H R . C O M | P A G E 1
Module 7: Negotiations & Difficult Conversations
Worksheet #1
For this module, we are joined by negotiation expert, Carrie Gallant, B.A. (Psych), J.D.
Carrie Gallant, B.A. (Psych), J.D. is an international executive and leadership
coach, facilitator, trainer, speaker and former practising lawyer who enjoys
helping her clients to master their personal influencing power and leadership
competencies in communication, persuasion, negotiation, and conflict
management, while developing and maintaining their integrity and
authenticity.
Carrie's understanding of the value of personal development, psychology and adult learning
models has infused her work as a facilitator, mediator and conflict resolution practitioner, and
has enriched her design and facilitation of interactive training and coaching programs on
negotiation, mediation, difficult conversations and conflict competency for leaders.
Carrie is a Business Mentor with ViRTUS Inc.; an accredited negotiation consultant and
facilitator with ENS International (Empowering Negotiation Success); and a certified Facilitator
of Authentic Leadership Conversations™ and Authentic Leadership for Teams™. She is
licensed in the Money Breakthrough Method®, and a qualified assessor of TTI EQ® and Myers
Briggs Type Indicator™ (MBTI™).
Her approachable and fun-loving style is paired with solidly-researched content and adult-
learning techniques. Carrie regularly adapts tools and techniques from improvisational theatre,
which she studied with Theatre Sports in Vancouver. She expanded her creative tools studying
further afield with Headlines Theatre, eventually joining the production team as legal
consultant for North America’s first known legislative theatre production, Practicing
Democracy.
She has worked internationally with clients from companies such as Telus Communications, Sun
MicroSystems Inc., Rio Tinto Minerals, Teck Cominco, Nexterra Systems Inc., SunLife Financial,
P L A Y I N G B I G F A C I L I T A T O R S T R A I N I N G : N E G O T I A T I O N S & C O M M U N I C A T I N G W I T H P O W E R
W W W . T A R A M O H R . C O M | P A G E 2
Bayer Pharma, Boehringer Pharmaceuticals, Fletcher Building (New Zealand), BC Hydro, City of
Toronto, Agriculture Canada, Information & Privacy Commission of Canada and the Canadian
Human Rights Commission.
Passionate about sharing knowledge and teaching others, Carrie was an adjunct professor at
the University of British Columbia Faculty of Law for nine years, where she taught Negotiation
and Mediation Advocacy, as well as mentored newly trained mediators at the CoRe Conflict
Resolution Clinic. Carrie is also a frequent speaker and facilitator at conferences throughout
North America, including an invitation by the White House to speak at the 25th Anniversary of
the Women’s Bureau of the Department of Labour. She treasures her Christmas card from the
Clintons.
Carrie received her core coach training with the Adler School of Professional Coaching in
Toronto and specialized executive career coach training with Career Coach Institute.
In her spare time, Carrie is working on her forthcoming book, E.A.R.N. Your Worth™:
Overcome the Top 7 Mistakes in Salary Negotiation to Get the Career and Life You Want.
~ Nominated for 2011 RBC Woman Entrepreneur of the Year ~
“No economic skill
has as much riding on it
as does negotiation.”
~ Leigh Thompson
Kellogg School of Management Northwestern University
P L A Y I N G B I G F A C I L I T A T O R S T R A I N I N G : N E G O T I A T I O N S & C O M M U N I C A T I N G W I T H P O W E R
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Why Is It Soooo Important for Women?
Research shows that women are 4 times less likely than men to: This can result in: Reasons why women are less likely to Ask:
Gender Triggers
Researchers have found three primary “Gender Triggers” in negotiation - situational
cues that prompt male-female differences in preferences, expectations and behaviours.
Ambiguity
Competition
Agency
What Works:
P L A Y I N G B I G F A C I L I T A T O R S T R A I N I N G : N E G O T I A T I O N S & C O M M U N I C A T I N G W I T H P O W E R
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Art of Negotiation Model: A.S.K.
Attitude
Your attitude comes from your _____________: your ______________ , _____________