Detailed programme Negotiating to create value

Day 1: The basic determinants of principled, value-creating negotiation

Understanding and identifying positions, interests, issues and options
Understanding and identifying deal parameters
Knowing when and why to walk away from a negotiation
Establishing credibility and the relationship through trust, visibility and flexibility
Managing perceptions and assumptions
Simulation
Bilateral case studies

Basic verbal, non-verbal and other communication considerations
Establishing a climate conducive to a mutually beneficial negotiation
Managing perceptions, biases, assumptions and first impressions
Developing a positive negotiation frame
Identifying common ground through innovative questioning
Positively deploying and countering power
Understanding and positively dealing with cultural, gender, religious and value sensitivities
Climate simulation and case study

Understanding and positively dealing with emotions and difficult behaviour
Displaying appreciation, building affiliation, respecting autonomy and acknowledging status
Recognising and countering manipulative tactics and ploys
Understanding the laws of persuasion: reciprocity, consistency, scarcity, social validation, liking and authority
Translating conflict to value
Multiparty case study

Setting up the right negotiation
Identifying and empowering the right negotiators
Framing the negotiation in a manner that inspires joint opportunity-finding
Making or not making first offers
Applying non-manipulative strategies and tactics
Designing value-creating agreements and deals with the help of a structured planning template
Implementing and managing deals and agreements
Complex multiparty case study