Win-Win Negotiations Training Workshop

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Detailed Overview/Outline

COURSE OVERVIEW
Baker’s two-day Win-Win Negotiations workshop focuses on the need for developing and strengthening the win-win 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. These improved skills give the ability 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 15 participants per session

COURSE OBJECTIVES
Specific workshop objectives are:

• Maximize the effectiveness of negotiations 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 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 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 Case Study. This will serve as a benchmark against which learning progress is measured. The Case Study consists of a realistic and complicated scenario, wherein a business relationship is in danger of being jeopardized by an issue which has arisen, and provides participants with insight into the importance of preparation prior to a negotiation. The difficulty of the Case Study lies in the level of detail revealed in the contract.

Each side is leaning towards a position which threatens to escalate into a potential "lose-lose" situation. The contract wording is ambiguous, may be easily interpreted in more than one way and clearly serves to polarize the parties. There are no "hidden" items or gimmicks in this Case Study. It is straightforward.

During this Pre-Work assignment, participants will be asked to identify the interests, issues and the possible positions of the parties. Questions will also focus upon the individuals involved, their points of view and upon the history of the business relationship between the parties. Are there commonalities? What constitutes the differences? What about the values which guide the parties? What are the long-term strategic business interests at stake?

How might the parties have anticipated and accommodated their differences in advance? How might they have approached matters during their overall negotiation to eliminate the issues at hand?

What is the Best Alternative To a Negotiated Agreement for each of the parties involved (BATNA)? What Is The Worst Alternative To a Negotiated Agreement (WATNA)? Participants will be asked to identify alternatives for each party and to rank the alternatives in order of preference for each party.

Through this Pre-Work, the stage is set to raise pertinent issues throughout the workshop. This Pre-Work assignment will take approximately one-and-a-half (1½) hours to complete. Most of that time is spent reading and digesting the case information which is required to facilitate the bargaining process, thus giving everyone a common frame of reference or a common reference point throughout the course.

** If the pre-work is not sent out, the alternative is to use the evening of day one for preparation purposes

Course Outline - Day One

MORNING

• 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
• Negotiation Style 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.
• Debriefing of Exercise #2 – Discussion on how to turn hard bargainers into win-win negotiators. Setting the tone for principled negotiations. Building relationships.
• 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. Demonstrating the importance of preparation to a negotiation. Reiterating that information is power.
• 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

• 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.
• 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.
• Wrap and evaluations

Course Outline – Day Two

MORNING

• Cortez Grapefruit Exercise #5 – role play exercise to serves as a review of Day One skills.
• Debriefing of Exercise #5 – Stresses the importance of identifying the “why” behind the negotiation. Reiterates the concept of verifying and validating assumptions. Emphasizes the importance of the principled vs. positional outcome.
• Neutralizing Manipulative Tactics/ Tactic Exercise #6 – learning how to identify and counter 20 tactics when they are used manipulatively in a negotiation.
• Dealing with Conflict – identifying the sources of conflict in order to diffuse before escalation. Tips for de-escalating conflict if it should arise.

12:00 NOON - 1:00 PM: Lunch Break

AFTERNOON

• Concession Patterns – identifying patterns negotiators fall into. Demonstrating how such patterns can give the other party leverage in the negotiation and how to avoid these patterns.
• Strategy/Planning – Targeting effective strategies that will help participants: prepare more effectively, manage information in the negotiation, give and take concessions to gain greater leverage.
• Hacker-Star negotiation Exercise #7 – team role-play / PREPARATION
• Hacker- Star negotiation Exercise #7 - team negotiation/ ROLE PLAY – emphasizes dynamic of negotiating as a team.
• Debriefing of Exercise #7 - handling multi-players in negotiations. Identifying leaders on the team. Deflecting conflict as it arises.
• Summary – Review of expectations and course evaluations.

SCOPE OF SERVICES

COURSE TITLE:

Win-Win Negotiations

LOCATION:

The Baker Communications Inc.Training Center or client-designated facilities

FACILITIES:

One conference room

One meeting room

LENGTH:

Two day

TIMES:

8:30 AM - 5:00 PM

DATES:

To be determined

GROUP SIZE:

Up to 15 participants

INSTRUCTOR(S):

One senior-level Baker Communications Inc. Industry Consultant

COURSE MATERIALS:

All necessary course materials will be provided by Baker Communications, Inc.

TEXTBOOK:

Each participant will receive one workbook.

LEARNING METHODS:

Practice exercises, case studies, lectures, group discussions, and application exercises.

REINFORCEMENT OPTIONS:

1. KnowledgeFuel

2. KnowledgeCoach

3. Quarterly “Best Practices” Webinar

4. Planning pads (each student receives 1 sheet in the class, client can order lots of 200 for $175. If they buy them after the class the price is $225 per lot)

Sponsor Background:
With over 25 years of success in consulting, training, and outplacement services, we can become your strategic partner in reducing costs, increasing profitability and competitive advantage, focusing on the future marketplace, and maintaining a high level of flexibility.

Our products and services have been used on six continents in over 25 countries with 98 percent repeat business. Our staff of PhD course developers, MBA consultants, organizational development specialists, industry experts, and senior instructors has helped us gain this international prominence.

Are you one of the many corporations now focusing on core activities and outsourcing non-core functions in response to intense competition? If you are, Baker Communications can help -- whether you simply want to outsource some of your training or you want to redefine yourself completely to survive mergers, acquisitions, leveraged buyouts, downsizing, or corporate restructuring.

Quote From Past Participants:
“The results of the training…have been outstanding. We are in the final stages of implementing a new commercial fleet card program with a Fortune 10 company for $85.0 MM in annual sales. The new customer relationship has the potential to grow to $125.0 MM during the first two years. I attribute our success with winning this valuable book of business directly to the negotiations training…” - Vice President, US Bank

“I found the class to be very informative and feel that what I learned will be very beneficial to me not only in my job, but in some cases, everyday life. The role playing sessions were probably the portions that I felt were the most useful.” - Product Manager, Philips Medical Systems

“You asked me what I liked best. It was really the whole course - it was very methodical in breaking down the negotiation process into everything from personality types to the techniques used. I find that I am now almost always analyzing the people I come in contact with and appealing to their behavior type. Furthermore, I am finding it very efficient to put my needs/my client's needs out on the table so the other side understands why we are taking our position. I'm using it all as we speak.” - President, Vargo Design Licensing

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