Developing Alternative Skills That Enable Constructive Outcomes
(Advanced Program)
Traditional approaches to skills building in negotiation skills have focused on tactics and front end skills for the players. The result of this narrow view on collective bargaining and negotiations has been the entrenchment of positional attitudes in the negotiation chambers, those designed to achieve victory by clever use of tactics, timing, and raw tenacity.
Our extensive experience in facilitation and negotiation, both during change and during substantive negotiation between parties has led us over time to appreciate that working with other people in an organisation or industry takes a great deal more than clever use of techniques and planning.
Instead the relationship requires a sense of maturity that transcends the scope of skills building interventions currently on the market.
We have used this experience and these insights to build a new vision for skills building for those people in organizations who will in any way whatsoever be weaved into the process of achieving goals in the organisation.
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 program participants will:
• Develop an appreciation of the importance of personal mastery prior to engaging in positional interaction (Emotional Intelligence)
• Create a framework of personal style management that supports effective interaction (Understanding of natural styles)
• Position a negotiation process within a strategy (customised to each organisation)
• Test their insights through a full simulation exercise
Program Outline
What do You need from this Intervention
SEGMENT 1:
An Introduction to the Idea of Negotiating
SEGMENT 2:
Emotional Intelligence Workshop
SEGMENT 3:
Styles and Methodologies
SEGMENT 4:
Testing the Realities – A Workshop
SEGMENT 5:
Simulation Exercise
The Five-day modular Program is customised to each Leadership or Negotiating Team, and to each specific outcome required by the client.
A full evaluation precedes this Program to ensure that what is required and what is provided are in sync.
The Program is traditionally run with at least one week breaks between modules, but can be run through the period of five consecutive days where operational pressures allow this –we know not often!
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