Negotiating Success

Program overview

The program is designed to build on the existing negotiation expertise and experience of the participants. They will be provided with tools to move from experienced to expert negotiators, by improving their conceptual understanding of their own negotiations through the application of a practical framework and improved self-awareness.

The program will cover the following topics:

Key principles and conceptual frameworks to employ when preparing for and conducting negotiations
Creation of value and increased deal efficiency through the deployment of integrative negotiation tactics
The role of contingency elements in contracts to leverage difference in expectations across parties and to provide ‘skin in the game’ deals to create and nurture productive, long-term relationships

Strengths and weaknesses of individual negotiation styles (strategic, psychological and emotional)
Identification and removal of barriers to agreement, establishment of trust, conflict de-escalation and resolution
The psychology of judgment and decision-making as applied to negotiation including the identification of, and defense from, common persuasion and manipulation techniques.

Location

In-person

Language

English

Duration

3 Days

Program Start

April 30, 2024

Program End

May 2, 2024

Learning Outcomes

- Explore how the way we think creates negotiation traps.
- Explore the complexity of intra versus inter-company negotiations.
- Highlight the essential differences between effective strategy in distributive and integrative negotiations.
- Show why and how ‘internal’ negotiations are often more conflictual than ‘external’ ones.
- Introducing the use of simple checklists as a way to embed negotiation knowledge into firms’ standard operating procedures.