Context

Engaging in a negotiation with a win-lose mindset closes off quite a bit of possible solutions or leads us into a blocked situation in which two positions are opposing each other and seem to be impossible to reconcile. A correct mental preparation and a structured operating model can help to prevent a similar deadlock from happening. The Harvard Negotiation model is an excellent means to that end.

In this program you will learn how to get to a yes by exploring win-win solutions. This way of negotioating is applicable both for negotiations interna land external partners.

Objectives

At the end of the program participants will:

• Have a clear understanding of the factors that play a crucial role in negotiations.
• Have come to grips with the Harvard Negotiation Model that takes into account both the quality of the negotiated solution and building and maintaining a constructive relationship.
• Be capable to negotiate more effectively and to reach win-win solutions whenever possible.
• Have a higher degree of competence in reaching their objectives without disrupting the relationship unnecessarily.
• Take into account and manage different sets of interests.
• Have a clear view on their preferred negotiating style.

Approach

• Participants work with their own cases.
• Key concepts will be demonstrated at the start of each new component of the model.
• Small group discussions will deepen the understanding of the model and link it to day-to-day reality of the participants.
• Models and techniques will be practiced and individual feedback will be provided.

Participants

This program aims at employees for whom negotiating with different parties and interest groups is vital for reaching their objectives. The context in which they work can be of a technical nature as well as commercial or within the domain of HR. They might have both a managerial or a specialist role in their organization.