Program on Negotiation Global

Day 1: Understanding Key Negotiation Concepts

Module 1: Negotiation Fundamentals

In business, negotiation is a high-transaction-cost activity, and the side that is better prepared nearly always has the upper hand. This session will examine core frameworks of negotiation, including the importance of principled bargaining and shared problem solving. Alongside your fellow participants, you will:

• Prepare for your negotiation and outline your communication strategy

• Explore the difference between interests and positions

• Identify the range of alternatives you are willing to consider if your counterpart does not give consent

• Learn to analyze a negotiation problem and find ways to create value

• Assess your relationship with your counterpart and determine whether you can take steps to generate positive emotions and avoid negative reactions

Through negotiation exercises and interactive discussions, you will examine ways to structure the bargaining process to accommodate joint problem solving, brainstorming, and collaborative fact-finding. These frameworks will help you think more clearly, make smarter moves, and set the stage for more productive negotiations.

Module 2: Creating Value VS. Claiming Value

To negotiate successfully, you need frameworks for preparing for and analyzing negotiations. In this session, you will explore the “Negotiator’s Dilemma” and strategies for creating value while ensuring your fair share of distributed value. Through case studies and interactive discussions, you will learn to clarify your own interests and priorities and then think about your counterpart’s. In this module, you will:

• Learn the advantages of adopting a cooperative mindset

• Learn strategies for building trust

• Know when to share information—and when to keep it to yourself

• Understand the importance of knowing or guessing at the zone of possible agreement

• Learn to evaluate risk and learn defensive moves against aggressive claiming

• Consider the implications of opening offers

• Know the importance of being aspirational and well prepared

Throughout the session, you will develop strategies for responding to different tactics at the bargaining table and gain confidence in your ability to drive the negotiation.

Day 2: Managing Interpersonal Dynamics

Module 3: Best Practices for Difficult Situations

What makes some negotiation situations difficult, and how do people deal with them? In this session, you will be introduced to a set of breakthrough strategies for dealing with manipulative tactics, stonewalling, obstructive behavior, and other difficult tactics in a negotiation. Designed to equip you with effective ways to respond to challenging people or problems, this module will help you:

• Improve your ability to analyze a situation and choose the appropriate strategy and response

• Develop practical skills for difficult negotiations

• Understand the importance of active listening

• Neutralize threats, lies, and insults

• Regain control of the negotiation

You will learn to recognize the most common manipulative tactics along with strategies for neutralizing their effects. Discover how to succeed not by defeating the other side but by advocating persuasively for your own.

Module 4: Dealing Effectively with Emotions and Relationships

To be effective, negotiators must learn to navigate personality differences, diverse agendas, and social pressures. In this module, you will learn the importance of understanding how your counterpart feels about the negotiation and gain strategies for generating positive feelings. You will also:

• Learn how to have the “difficult conversation” and separate intention from impact

• Identify the core concerns that need to be addressed in order to manage emotion in negotiations

• Determine when to cooperate to create value and when to compete to claim your share

• Complete an exercise that helps you understand your own negotiation style and the style of others

• Understand your own biases and tendencies

By learning to manage your strengths and weaknesses, you will become a more effective negotiator who can create positive working relationships.

Day 3: Addressing Negotiation Complexities

Module 5: Negotiating Across Cultures

Negotiating better outcomes is contingent upon building successful relationships. In this module, you will learn how to overcome barriers to negotiating effectively across cultures by recognizing differences in languages, professions, behavior, attitudes, and values. Additionally, you will acquire strategies for:

• Dealing with cultural differences in negotiation

• Becoming aware of how others may perceive your culture

• Understanding how to avoid stereotypes

• Acquiring strategies for bridging cultural divides

By taking part in negotiation simulations, you will have opportunities to test different negotiation and decision-making strategies—enabling you to determine which approach is most appropriate in a given situation.

Module 6: Multiparty Negotiations and Organizational Challenges

The final module builds on your accumulated knowledge to generate insights for negotiating across a variety of competitive contexts. The faculty will highlight different negotiation problems and examine their real-world outcomes. Through this module, you will acquire:

• Sophisticated negotiation strategies for working in highly complex situations and planning ahead for future negotiations

• A greater understanding of the tension between principals and agents

• Practical ways to deal with multiparty negotiations, including strategies for building coalitions, mapping out stakeholders, and preparing to deal with blocking coalitions

• Lessons for building alliances and facilitating large, complex, multinational negotiations

As a result of your participation, you will become a more effective decision maker and negotiator and emerge better prepared to create greater value at the bargaining table.