Developing Alternative Skills That Enable Constructive Outcomes
What Is Negotiation?
Once upon a time, there was a bear who was hungry and a man who was cold, so they decided to negotiate in a neutral cave.
After several hours, settlement was reached.
When they emerged, the man had a fur coat and the bear was no longer hungry!
Chester L. Karass: The negotiating Game.
Desired Outcomes
As a result of participating in this course participants will:
• Appreciate the importance of principled negotiation over positional mindsets
• Be aware of the innuendo’s that influence the possibilities of a solution
• Use the behavioural locks that support solution finding
• Be able to negotiate in good faith over substantive matters so as to achieve a mandate
• Identify and prevent the barriers to effective negotiations
• Position a negotiation process in a strategy
Program Outline
What do You need from this Intervention
SEGMENT 1:
An Introduction to the Idea of Negotiating
SEGMENT 2:
Some Thoughts on Positioning Negotiations
SEGMENT 3:
Getting Through the Dynamics of Negotiating
SEGMENT 4:
Processing a Plan, with simulation exercise
SEGMENT 5:
Testing the Realities – A Workshop
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