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TI-UPRM
Workshop: Win-Win Negotiations |
FACILITATOR:
Paula
Descant
(click here for bio)
DATE:
PLACE:
Eugene
Francis Conference Room
DESCRIPTION
Baker’s
one-day Managing Negotiations workshop focuses on the need for
developing and strengthening
the negotiation skills. This hands-on workshop, using extensive role
playing,
interactive exercises, games and personal feedback, improves
participant's
abilities to communicate, negotiate and handle difficult negotiation
situations. Heavy emphasis is placed on planning and executing both
one-on-one
and team negotiations. With these improved skills, employees will be
able to
handle any face-to-face or telephone negotiation situation, both
internally and
externally, with greater confidence and impact.
The workshop is highly participatory, personalized and limited to a maximum of 24 participants per session
OBJECTIVES
Specific
workshop objectives are:
Maximize the effectiveness of
negotiators
who must negotiate in strategic, tactical, telephone and face-to-face
negotiation situations
Increase profits through
well-planned and
executed collaborative negotiations
Minimize conflict and deadlocks
by providing
participants with the skills necessary to handle win-win negotiations
Coordinate the process of
negotiation within
the organization
Integrate learned skills with the
client and
employee behaviors to enhance personal effectiveness as negotiators
Change the focus from negotiation
tactics to
planning and strategy while reinforcing key corporate values
Learn to focus upon interests and
issues and
not take dangerous positions
Increase confidence of employees
as
negotiators through successful practice and extensive feedback
Successfully enhance
communications through
the development of a common negotiation language
PRE-WORK
Because
of the high level of this workshop,
participants will be assigned a Pre-Work overview and quiz on the use
of
tactics in the negotiation. This class is an intense study on the
benefits of focusing on the “principled” outcome as opposed to the
“positional” outcome. In the past, negotiators may have been
taught to get all they can in a negotiation, while leaving the other
party as
little as possible. However, in today’s business environment, it has
become more and more crucial to develop and maintain long term
relationships.
Therefore, this “take it all” approach, which can damage the
relationship, will not produce the most successful outcome.
Unfortunately,
not all negotiators recognize
the value of the win-win outcome and often fall into the habit of using
manipulative tactics to get what they want in the negotiation. In
order
to produce a beneficial outcome for both sides, we must be prepared to
deal
with these negotiators so that we can diffuse their tactics and avoid
conflict
or deadlock in our negotiations. Simply put, a tactic perceived is no
tactic at
all.
During
this Pre-Work assignment,
participants will be asked to read a brief overview of the twenty
tactics that
will be the focus of an in-class discussion. A brief quiz will
follow
this reading to ensure the participants thoroughly understand how to
identify
each tactic. It is important that the participants can quickly be
able to
identify each tactic that is used on them so as to determine the
appropriate
method for neutralizing the tactic. The participants will share
personal
examples of each tactic in use and practice diffusing each tactic in
class.
Through
this Pre-Work, the stage is set to
raise pertinent issues throughout the workshop. This Pre-Work
assignment will
take approximately forty-five minutes to complete. Most of that time is
spent
reading and digesting the information which is required to facilitate
the
in-class discussion, thus giving everyone a common frame of reference
or a
common reference point throughout the course.
Course Outline
MORNING
(8:00AM-12:00M)
Course overview
The Riddle Game- Exercise #1
(benchmark
negotiation)
Debriefing of Exercise #1 -
determining
perceptions of both parties - assumptions made. Identifying information
gained
during the negotiation by both parties.
Negotiation Style self-analysis
and overview
– understanding the value of knowing who you are negotiating with so as
to develop better relationships while gaining leverage at the
negotiating
table.
Developing negotiating
strategies -
Exercise #2 – developing strategies for negotiating more effectively
with
various Negotiation Styles.
McCabe v. White – Exercise #3 –
role
play activity
Debriefing of Exercise #3 –
McCabe v.
White role play – defining what you want to gain in the negotiation so
that you can walk away feeling satisfied.
Discussion – Interests (the why
of the negotiation) Issues (the what of the negotiation) and
the
Positions (the how of the negotiation)
12:00 NOON -
1:00 PM: Lunch
Break
AFTERNOON
(1:00PM-5:00PM)
Discussion – Degrees of Desire
Wish
(the best possible outcome) the Aspiration (what is fair) Bottom Line
(walk
away) and understanding the value of alternatives.
The 5 Phases of Negotiation –
Learning
the process of negotiation—getting to the end goal in the most
efficient
and effective way.
Dealing with Conflict –
identifying
the sources of conflict in order to diffuse before escalation.
Tips for
de-escalating conflict if it should arise.
Sally Swansong – Exercise #4
–role play activity/ PREPARATION—reiterating the importance of
preparation and demonstrating how to prepare effectively-developing a
negotiation strategy
Sally Swansong – Exercise #4 –
ROLE PLAY
Debriefing of Sally Swansong –
Exercise #4 - emphasis on creativity. Stresses the two rules of
negotiation:
never give up something without getting something in return and give
what is
cheap for you and valuable to the other person.
Neutralizing Manipulative
Tactics/ Tactic
Exercise #5 – learning how to identify and counter 20 tactics when they
are used manipulatively in a negotiation.
Wrap and evaluations
CONTACTS:
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Dr. Manuel Toledo* |
Dr. Manuel Jimenez |
Dr. Rogelio Palomera |
* Reservations
REMARKS:
- The workshop will count for CEP credit (4 hours)
- Reservations required due to limited number of seats
- Refreshments and lunch will be served
SPONSORS:
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Web design: mjimenez