An Energizing One Day Negotiation Skills Training Program Designed to...

 

  • Ignite strategic and tactical negotiation and creative-thinking skills
  • Use a potent mix of inquiry and advocacy skills to identify the real issues, interests, and priorities across the negotiation
  • Apply Collaborative Strategies to expand the size of the pie; Competitive Strategies to claim a larger slice of the pie; and
        People-Centered Strategies to build credibility, trust, and relationships
  • Smash faulty mental models that block paths to agreement
  • Negotiate collaborative outcomes while maintaining good relationships

Audience:
This program is designed for managers from marketing, operations, sales, supply chain management, and internal support teams who have a time-pressed need to significantly improve their negotiation performance with external and internal customers. Many organizations prefer to send a team to the program as this fosters a collaborative learning experience that jumpstarts an immediate application to their real-world negotiation interests, issues, and priorities.

Learning Objectives:
Upon completing the program participants will...

 

  • Implement negotiation strategies and tactics to plan for and lead a creative-thinking negotiation process
  • Apply an innovative diagnostic negotiation framework to clarify the needs, interests, issues, and priorities of all parties
  • Accelerate the use of creative-thinking methods, techniques, and tools to generate innovative options that produce value for
        all parties
  • Identify the primary obstacles that prevent creative solutions, and map out tangible approaches to minimize or eliminate them
  • Sharpen creative-thinking, problem-solving, and influence skills
  • Improve versatility to better collaborate with people of opposite problem-solving styles

Experience Description:
Ignite Negotiation Performance goes well beyond traditional classroom negotiation skills training. During the program, participants plan for, negotiate, and debrief three highly challenging case-simulations. With each negotiation, participants learn relevant and practical content, and apply the content using an inventory of negotiation strategies, and creative-thinking tools. Additionally, special attention is given to the human element in negotiations, by learning how to negotiate with people that have different problem-solving and decision-making styles. The negotiation case simulations, creative-thinking exercises and tools, and facilitated discussions enable participants to encounter immediate learning, receive expert feedback, and to apply their learning to current negotiation situations. The learning methods are designed to produce an environment where participants can think creatively, negotiate, solve problems, and behave in a highly productive manner. The following is the program agenda.

 

Timing Content Methods
1/2 hr. 1. A Potent Mix of Discovery and Advocacy Skills
  • Participants experience the communication skills of questioning, describing, proactive listening, paraphrasing, and summarizing.
  • Facilitator debriefs the learning exercise, and leads a discussion on the barriers to effective communication.

  • Experiential
  • Discussion
1/2 hr. 2. A Mix of Collaborative, Competitive, and People-Centered Negotiation Strategies
  • Facilitator presents a mix of Negotiation Strategies:
    • Prioritize High Potential Negotiations
    • Identify Reservation & Aspiration Points, BATNA, and Bargaining Space
    • Ask Insightful Questions, Exchange, and Update Information
    • Identify/Clarify the Real Interests, Issues, & Priorities
    • Identify Faulty Assumptions, Biases, and Beliefs
    • Take Action to Build Credibility, Trust, & Relationships

  • Presentation
1 hr. 3. First Negotiation Case Simulation
  • Facilitator introduces first negotiation case.
  • Participants read and plan for negotiation.
  • Participants negotiate the first case.
  • Facilitator debriefs negotiation results and participants apply strategies to organization specific negotiations.

  • Discussion
  • Planning
  • Negotiation
  • Application
1/2 hr. 4. More Collaborative, Competitive, and People-Centered Negotiation Strategies
  • Facilitator presents a mix of more Negotiation Strategies:
    • Find Ways to SCAMPER the Issues
    • Negotiate Packages of Issues vs. Single-Issue Proposals
    • Anchor with a First Offer Proposal and Counteroffer any Unacceptable Proposal
    • Use Linkage when Trading-Off on Alternatives
    • Negotiate the Negotiation Process
    • Adapt Style to Reduce Task and Relationship Tension

  • Presentation
1 hr. 5. Second Negotiation Case Simulation
  • Facilitator introduces the second negotiation case.
  • Participants read and plan for negotiation.
  • The group solves a problem.
  • Participants negotiate the second case.
  • Facilitator debriefs negotiation results, and participants apply strategies to organization specific negotiations.

  • Discussion
  • Planning
  • Experiential
  • Negotiation
  • Application
1 1/2 hr. 6. Working Lunch and More Collaborative, Competitive, and People-Centered Negotiation Strategies
  • Participants read the third negotiation case over lunch, and then the facilitator presents a mix of more Negotiation Strategies:
    • Make Multiple, Simultaneous Offers
    • Develop Contingency Agreements
    • Conduct Pre and Post-Settlement Settlements
    • Use Data and Objective Standards to Frame Rationale and Proposals
    • Avoid Using Ranges and Splitting the Difference
    • Signal Position with Size and Rate of Concessions
    • Present Compelling Evidence to Connect on a Logical and Emotional Level
    • Negotiate Disputes by Leveraging Interests, Rights, and Power
    • Implement a Rapid-Action Plan

  • Planning
  • Presentation
1 hr. 7. Third Negotiation Case Simulation
  • Facilitator introduces the third negotiation case.
  • Participants plan (in teams) for negotiation.
  • The group solves a problem.
  • Two person teams negotiate the case.
  • Facilitator debriefs negotiation results, and participants apply learning to organization specific negotiations.

  • Discussion
  • Planning
  • Experiential
  • Negotiation
  • Application
1/4 hr. 8. Key Learning’s, Commitments, & Commencement
  • Participants share key program learning’s, and make commitments on applying the negotiation strategies.
  • Sponsor makes closing comments

  • Feedback
  • Discussion