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CMG NEGOTIATION SKILLS
WORKSHOP
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Services
The Workshop
This workshop offers concise, step-by-step proven strategies for coming to mutually acceptable agreements across a broad range of negotiations or conflicts. These could involve superiors, colleagues, other Departments within the Federal Government, and externally with other governments, parties and communities with whom your Department deals on a regular basis. The workshop was developed by the founders of the Harvard Negotiation Project and refined by CMG through its extensive practice with public and private sector clients around the world.
Workshop Goals/
Learning Objectives
At the end of the workshop participants will have --
- An increased awareness of (a) the negotiation process
in general, and (b) their own negotiating behavior, and (c) how the
ways in which they approach negotiations and their conduct contributes to,
or gets in the way of, resolving difficult issues
- A proven operational framework for preparing
for negotiations, a diagnostic checklist for understanding why a
negotiation is going well or badly, and practical "guidelines" for
conducting productive, efficient negotiations
- The ability to align their negotiation strategies with the goals they are trying to achieve
Content
Workshop modules include
- Testing key assumptions about negotiating
- Measuring success - the Harvard 7 element
framework
- Systematic preparation
- Strategic guidelines for negotiation
- Managing the interpersonal process - dealing
with difficult behaviors and tactics
- Tools for managing multiple-issue multi-party
negotiations
- Practical case application sessions
- Going forward -- ways to enhance your negotiation
power -- continuing to learn from your negotiation experiences
The workshop will provide participants with choices for responding to the questions most often asked about negotiation.
- Can the way I negotiate really make a difference if the other side is more powerful_
- How do I enhance my negotiating power_
- How can I try out new ideas without taking too
much risk_
- What do I do if the people are the problem_
- Does positional bargaining ever make sense_
- How do I decide who should make the first offer
and how high or low I should start_
- Should I be fair if I don't have to be_
The program is presented in an intensive, highly interactive workshop format consisting of case negotiations, labs and simulations. Cases for each program are specifically selected to be as relevant as possible to situations which participants deal with on a daily basis.
Expected
Benefits
For the individual
An operational framework and analytic tools for
preparing for and conducting negotiations
Improved skills in negotiation, joint
problem-solving, and decision-making
An enhanced ability to identify, diagnose,
neutralize, and manage difficult and misleading tactics
The ability to learn from their own future
negotiations and to continually refine those skills
For their
organization
An enhanced capacity to identify high value
solutions and to achieve the buy-in required for their successful and timely implementation
Stronger and more robust working relationships
more capable of dealing with conflicts and internal disagreements with
respect to the best course of action
A more efficient use of limited resources
Participants with the ability, as coaches and mentor to their colleagues, to transfer the process and skills and to contribute to building overall organizational capacity
Facilitation
The program is presented in an intensive highly interactive format with simulations, case negotiations, and labs. Facilitators are selected from a team of experienced instructors from Conflict Management Group.
Who Should Attend
The Harvard model of "interest-based" negotiation and the
techniques covered in the workshop have broad applications. Negotiation skills
are now an essential part of competence at all levels within
organizations. The program is relevant to a wide audience including
executives and managers responsible for managing departments, high
performance teams, project leaders and teams involved in implementing
major initiatives. The program can be particularly helpful for individuals
whose work involves influencing and persuading others who do not report to
them, but whose support and buy-in is critical to success.
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