Negotiation Skills for KTOs

09:00 - 09:15    Course introduction

09:15 - 10:45    Introduction to negotiations

This session introduces the concept of principled negotiation. This approach to negotiation focuses on the interests of the parties and aims at achieving win-win deals. You shall also be provided with guidelines on how to prepare negotiations. Before starting a negotiation, it is however essential to understand who the actual parties are in the negotiation.

10:45 - 11:15    Coffee Break

11:15 - 12:45    First negotiation role-play

This negotiation role-play is a two-party negotiation. It is designed to challenge both parties to negotiate and get to a win-win type of deal. Sharing information is key.

Introduction and clarification on the role-play (11.15-11:30)

Negotiation role-play preparation (11:30-12:00)

Negotiation simulation (12:00 – 12:45)

12:45 - 13:45    Lunch

13:45 - 14:30    First negotiation role play (cont.)

Debriefing

14:30 - 15:00    The negotiator’s dilemma

Real live negotiations essentially include both cooperative and competitive elements. Negotiators face a dilemma in deciding when to pursue a cooperative and a competitive strategy. The session explores the tension between value-creating and value-claiming strategies and how to prepare to get more of what you want.

15:00 - 15:30    Coffee Break

15:30 - 16:00    The negotiator’s dilemma (cont.)

The session explains how to prepare for negotiation where value-creating and value-claiming strategies coexist and how to get more of what you want.

16:00 - 16:30    Introduction to the second negotiation role-play

Introduction to the case and how to prepare for it.

16:30 - 16:45    Summing up

19:00 - 22:30    Networking Dinner

09:00 - 11:15    Second negotiation role play

The negotiation simulation is a two-party, multi-issue negotiation in which participants are scored on both their performance in negotiating the substantive issues, and on the quality of the established relationship.

Clarifying the issues and way to report results (9.00 – 9:25)

Group discussion to further prepare the role-play (9.25 – 9.45)

Negotiation simulation (9:45 – 11:15)

11:15 - 11:45    Coffee Break

11:45 - 12:30    Non-verbal communication

Your body says a lot about you. The goal of this session is to make people aware of what their body tells the other party and give an introduction on how to observe the other party in a negotiation and determine the meaning of non-verbal clues in this setting. Elements of body language reading will be illustrated using scenes recorded during the simulations.

12:30 - 13:30    Lunch

13:30 - 14:15     Second negotiation role play (cont.)

Debriefing

14:15 - 15:00    Online negotiations

Commercial negotiations are made up of a series of negotiations including face to face meetings and various different media and technologies, including e-mails and video conferences. Being able to choose wisely among the different communication modes requires careful consideration of the advantages and disadvantages that go along with each of these choices.

15:00 - 15:30    Coffee Break

15:30 - 16:00    Online negotiations (cont.)

Debriefing the e-mail negotiation.

16:00 - 16:45    Cultural aspects in negotiations

Negotiation with a company in your own country is not the same as negotiating with a company in USA or China. There are also cultural differences between European countries which need to be understood to be an effective negotiator. This session describes a few cultural dimensions that needs to be understood to effectively deal with international negotiations and provides some tricks to adjust your perceptions and actions to get better results.

16:45 - 17:00    Summing up

09:00 - 10:30    Power in negotiations

There are different sources of power in negotiations. This session first discusses the different elements of power in negotiation. The second part describes the techniques and dirty tricks that are used to shape perception and the associated psychological biases.

10:30 - 11:00    Coffee Break

11:00 - 11:30    Unblocking negotiations and moving beyond the negotiation table

In addition to unlocking value and using tactics at the negotiation table, negotiators need to master the third dimension of negotiation that is “setting the table”. This is achieved by arranging the most promising negotiation situation and removing the barriers to an agreement.

11:30 - 12:30    Negotiation challenges you are facing

This session is devoted to the discussion of practical negotiation challenges or blockages faced by the participants.

12:30 - 12:45    Bringing it home – Wrap-up

Attending a negotiation course is just one stop on a long journey to develop negotiation skills.

12:45 - 13:45    Lunch