Overview
At work, at home, either with internal or external clients, we always negotiate. Negotiation requires important skills and knowledge to beep up our confidence and achieve the desired outcomes. The objective of a negotiation dialogue or process is to enlarge the value of an undertaking by considering all the parties’ interests. Understanding what is a legitimate position or offer is paramount to a successful negotiation. To foster trust and working relationship, the players need to learn to communicate openly leading to greater trust and collaboration.
Learning Objectives
· Introduce a systematic process and framework for negotiation that both organizes thinking and defines skillful behavior
· Recognize negotiation dynamics and embedded assumptions: results/relationship trade-off, a fixed vs. expandable “pie,” competition vs. collaboration
· Define success, prepare, conduct and review negotiations, enabling improved business results
· Enable effective, two-way communication as the foundation for good business results AND a good relationship
· Manage difficult tactics and “hard bargainers” to keep the negotiation on track and moving forward
Target Audience
Business development managers, procurement personnel, project managers
Topics
The Workshop Is Divided Into 5 Parts As Follows:
Part 1: The Negotiation Zone. In this module, the Fundamental elements involved in negotiation will be discussed. The participants will learn a framework and context “what it takes to become an effective negotiator. In addition, they will undertake a self-assessment for them to determine the skills required to be an effective negotiator. At the end of the module, they will know what negotiation is and what is not.
Part 2: TEXTRA: Discover the 5 Harvard Negotiation Principles. This session involves storytelling and game play stealing as part of the process that enables participants to link the topic to personal experiences and also venture into other life experiences making the learning more interesting. The participants will discover the 5 Harvard Negotiation Principles and create a shared understanding of what it takes to become an effective negotiator. In this session, the participants will learn and use the 3 Golden Skills Advocacy, Inquiry and Acknowledgement that help achieve effective communication in a negotiation situation.
Part 3: 1st Role Play: Using the Harvard Method to prepare. In this module, using the 5 Principles of the Harvard Negotiation Method as a blueprint for preparing the upcoming negotiation (role play), the participants will realize that their negotiation strategy and success depends on preparation. They will also see that it is useful to craft a systematic approach to preparation (provides confidence).
Part 4: Conducting a Negotiation. This module gives the participants the “bird’s eye view” of what they have previously done in pieces; it helps them to see the whole process that allows them to apply what they learnt so far. Following the conduct of negotiation, they will study the Slippery Slope case and re-craft it by applying the 5 Harvard Negotiation principles.
Part 5: 2nd Role Play: Team Negotiation. In this module, again using the 5 Principles of the Harvard Negotiation Method as a blueprint for preparing the upcoming negotiation, they will realize the importance preparation especially in a team negotiation where different stakeholder might have different interests. Furthermore, the role play will provide participants with an opportunity to put learning into practice and receive feedback.
Agenda:
09:20- 09:30: Registration;
09:30- 12:00: Training;
12:00- 13:00: Lunch Networking (Lunch offered);
13:00- 17:00: Training
Facilitator Bio:
Ramil Cueto delivers negotiation and influencing skills, leadership program, communication skills, business innovation and team development in a dynamic fashion making learning fun and energizing. He helps the audience link learning into their work challenges and responsibilities and brings it at a practical level. With over 20 years of business and professional experience from companies such as Reuters, Sun Microsystems, Marin Software, Executive Learning Center, and Altius Ventures Corporation, Ramil has been engaged in all facets of business, entrepreneurship and strategic planning, account and business development and project management.
Ramil’s clients include Volkswagen, Roche Pharmaceuticals, GEA, and companies that have come to his open workshops include Bauer Fitesa, Turck, Secop, GE, Reuters, Caterpillar/APS and Gamesa. He is a certified trainer in negotiation using the Harvard Negotiation Model, presentation skills and business innovation: thinking outside of the box. Most recently, he has facilitated leadership essentials for the European Chamber Tianjin Chapter and creative problem solving and decision making, team development and presentation skills for various clients.
Special Registration Information:
• Fees cover courses, materials and lunch;
• Registration and payment before 13th, March are required (Please note 20150317 for bank transfer); Walk-ins will not be accepted;
• Seats are limited and given on a first-come, first-served basis;
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