This practical workshop is for decision makers of different levels of the organization. Anybody interested in sharpening influencing skills will benefit from the workshop experience.
To ensure a practical approach to learning, the negotiation process is divided in three basic components: a theoretical, an attitudinal and a skill component. Participants work most of the time in laboratory situations, with support from television and immediate feedback from peers and facilitators.
Participants work on:
• Identifying their attitudes and approach to negotiation;
• How to plan a negotiation;
• How to start a negotiation;
• How to find common interests behind divergent positions;
• How to deal with the difficult negotiator;
• How to close a negotiation;
• How to ensure sustainability of the agreement;
• How to manage themselves in the process.
The workshop starts with a negotiation simulation session to allow each participant to
identify and analyze, with support from television, his/her negotiation style, attitudes, competencies and shortcomings. This diagnosis session is the baseline for learning and allows participants and facilitators to agree on a learning agenda.
In the unfolding of the learning process participants go through the following stages:
• unconscious incompetence;
• conscious incompetence;
• conscious competence;
• unconscious competence.
To cover the theoretical underpinnings of effective negotiations, participants answer a
one-hundred-and-ten negotiation quiz. Feedback regarding the answers of the quiz is given at different stages of the workshop in Q&A sessions.
Usually, the workshop is a five-day residential activity. The ratio of facilitators to participants is 1:4, and in exceptional cases, 1:5, to allow for intensive and individualized laboratory work.