Negotiating Successful Outcomes: Strategies for Both Collaborative and Competitive Situations

Time Allocation - Topics

10% Fundamental concepts to use in every negotiation • Understanding the two basic orientations to a negotiation (distributive=win/lose and integrative=win/win) and how they impact a negotiation • How to plan and prepare for a negotiation 15% Negotiation Exercise #1 + Debrief Exercise—interactive discussion • Making the first offer (when and how; negating extreme offers) • Concession making (when and how) • Identifying and diffusing negotiation gambits (e.g., nibbling) • Concluding a negotiation (what to do and not to do) 10% Introduction to Integrative Negotiations • How to share information and build trust • How to ask questions and uncover the other party’s interests 25% Negotiation Exercise #2 (scorable) + Debrief Exercise—interactive discussion • Skills and strategies of effective negotiators • Understanding and utilizing your negotiation style • Presenting a proposal and counter-proposal 10% Introduction to Conflict Resolution Strategies • Preparing as a team and managing team dynamics • Breaking through impasses 30% Negotiation Exercise #3 + Debrief Exercise—interactive discussion • Identifying and utilizing your negotiation power • Benefits and detriments of negotiating in teams • Managing conflict • Positively influencing others

Seminar Description

While a manager needs analytical skills to discover optimal solutions to problems, a broad array of negotiation and communication skills are generally needed in order to get these solutions accepted and implemented. The session is designed to improve the participants' abilities to manage conflict and negotiate effectively in collaborative and competitive situations. Participants are given the opportunity to develop these skills experientially through negotiation simulation exercises. In this session participants will learn: Skills to prepare for a negotiation, specific techniques for creating value ("expanding the pie") and dividing value ("claiming value"); Strategies to develop trust, gather information and build relationships to enhance negotiation power; Tactics to manage conflict, de-escalate conflict situations and manage people with different personalities and communication styles ("difficult people"). Through the negotiation simulation exercises, specific behavior and performance feedback will be given, allowing participants the opportunity to polish these negotiation skills.

Guide to Participant Selection

Department

Admin

Distrib

Engr

Finc

H.R.

Legal

Mktng

IT

Opr

Plng

Pchsg

R&D

Sales

Senior Executive
(Pres, Exec & Sr VP) 3 3 3 3 3 3 3 3 3 3 3 3 3

Executive
(VP & Gen'l Mgr)
3 2 2 3 3 3 2 2 2 2 3 3 2

Senior Managers
(Div & Reg. Mgrs) 2 1 1 2 2 2 1 1 1 1 2 2 1

Middle Managers
& Superintendents 1 1 1 1 1 1 1 1 1 1 1 1 1

APPLICABILITY:
1 indicates primary target audience.
2 indicates a good fit if the level of material is appropriate.
3 indicates (in the opinion of the institute and the faculty) very limited applicability.