Pre-Program
Assignment
Participants use the Negotiation Style
Questionnaire (NSQ) to collect data from their work
associates on the participant's typical negotiation
behaviors. Participants also assess their own negotiating
behaviors in formal and informal situations. |
| Day One |
8:30 am |
Introduction and Program Objectives
Participants learn a working definition of
negotiation, explore the difference between problem solving
and negotiating, discuss difficult situations, and clarify
personal learning goals for the program. They review
logistics, program objectives, schedule, and ground rules. |
9:30 am | The
Negotiation Process
Participants are introduced to the negotiation
process and the Needs/Currency Analysis Planning Guide. They
learn how underlying needs help produce joint-gain, high
quality agreements. |
10:00 am |
Negotiation Planning (Internal Negotiation Case)
Participants use the Needs/Currency Analysis
Planning Guide to prepare for a videotaped negotiation
during which they will collect data on their current
negotiating strengths and areas of improvement. |
| 10:45 am | Break |
10:55 am |
Negotiation Exercise
Participants conduct the exercise in small groups. |
11:35 am | Quality
in Negotiation Exercise
Participants learn the five characteristics of
quality agreements, then assess the quality of the
negotiation they just completed giving individual feedback |
| 12:00 pm | Lunch |
12:55 pm |
Negotiation Energy and Styles
Participants explore a model of Negotiation Styles
that describes negotiation behavior. They learn how
successful negotiators use these styles to manage the
negotiation process. |
1:25 pm |
Assessing and Coding Negotiation Styles
Participants learn how to evaluate their
negotiation behavior in the first exercise. |
1:55 pm |
Negotiation Exercise Tape Review – Information Crisis or
Research and Development
Participants analyze their first exercise to
identify their current use of Negotiating Styles to come to
agreement. |
|
2:55 pm | Break
|
3:05 pm |
Negotiation Stages and Critical Tasks
Participants examine the four face-to-face” stages
of negotiation as well as the critical tasks that must be
completed at each stage. Participants learn how to use this
structure as a “road map” for managing an effective
negotiation. They review typical mistakes to be avoided. |
4:05 pm |
Negotiation Style Questionnaire (NSQ)
Participants interpret data from their colleagues and
identify critical areas for further analysis. They explore
how others perceive their negotiation style, and how they
adapt their styles and behaviors to different negotiations.
They compare their data with the research on the behavior of
successful negotiators.
Individual profile analysis, full group debrief |
4:50 pm | Day 1
Summary and Evening Assignment
During the evening, participants complete their NSQ
analysis, two key readings, and prepare for negotiation
practice on Day 2. |
| Day Two |
8:30 am | Day 2
Preview
Participants review the previous day’s learning, discover
what they will be doing on the second day, and raise any
questions. |
8:45 am | Tactical
Planning
Participants are introduced to a tool called the "General
Tactical Orientation" (GTO) and its use in planning for a
negotiation. |
9:00 am | Tactical
Practice Exercises: Preliminary Stage
Participants study, plan for, and focus on practicing the
Preliminary Stage, its critical tasks and the Negotiation
Styles that are associated with completing those tasks.
Participants plan in teams and conduct the Preliminary Stage
of the negotiation in small groups. |
10:00 am |
Tactical Practice Exercises: Opening Stage
Participants study, plan for, and focus on practicing the
Opening Stage, its critical tasks and the Negotiation Styles
that are associated with completing those tasks.
Participants plan in teams and conduct the Opening Stage of
the negotiation in small groups. |
| 11:10 am | Break |
11:25 am |
Tactical Practice Exercises: Exploring/Closing Stages
Participants study, plan for, and focus on practicing the
Exploring and Closing Stages, their critical tasks and the
Negotiation Styles that are associated with completing those
tasks. Participants plan in teams and conduct the Exploring
and Closing Stages of the negotiation in small groups. |
| 12:45 pm | Lunch |
1:30 pm | Contract
Negotiation (Optional)
Participants may watch a complete video demonstration of the
Contract Negotiation exercise after lunch, or in segments
during the Tactical Practice Exercises. |
2:00 pm | Fishing
Boat Exercise (Optional: International Publishing or The
Port Elliott Inn)
Participants are introduced to a typical difficult dispute
situation that they will negotiate in teams.They begin their
individual planning |
2:30 pm | Tactical
Lecture
Participants encounter the second of two planning guides,
and are introduced to planning tactically for each stage of
a negotiation. Emphasis it placed on the Opening sstage and
planning for a settlement range. |
| 3:00 pm | Break |
3:15 pm | Fishing
Boat or Optional Exercise Planning (continued)
Participants meet to compare their individual planning, then
prepare a joint plan for the upcoming negotiation exercise. |
4:00 pm | Fishing
Boat or Optional Exercise: The Negotiation
Participants conduct exercise. |
| Participants select their
Critical Negotiation Situation, and if necessary, complete
Planning Guide 1 (Needs/Currency) for the Application phase
of the program. |
| Day 3 |
8:30 am | Day 3
Preview
Participants review the previous day’s learning, discover
what they will be doing on the third day, and raise any
questions. |
8:45 pm | Fishing
Boat or Optional Exercise Review
Participants examine the outcomes of the exercise in large
group discussion. They explore the alternative currencies
used in the negotiation, prepare a “deal value analysis,”
then compare the results of the teams. |
9:15 am | Fishing
Boat Tape Review
Working in small groups, participants conduct a tape review
of the exercise. They collect data on the use of Negotiation
Styles in managing the Stages and tasks of their
negotiation. |
|
10:15 am | Break
|
10:30 am |
Multi-Party, Hallway Negotiations, Power and Strategy
(Optional Exercises) Participants discuss informal
negotiations as well as negotiation with more than one
party. They talk about sources of power in a negotiation,
and how perception of power can affect the choice of
strategy for resolving conflict. Participants learn how
preparation and behavioral skill can help to handle power
imbalances. |
11:30 am |
Critical Negotiation Situations: Final Planning
Participants add to or refine their analysis of their
real-life negotiation situation, make some initial tactical
decisions, then prepare to rehearse in small groups. |
| 12:30 pm | Lunch |
1:15 pm | Critical
Negotiation Situations: Rehearsals
In small groups, participants practice implementing key
pieces of their upcoming critical negotiation situations.
They receive coaching and feedback from other participants
and from staff. The activity focuses on applying program
concepts and behavioral skills to real-life situations, so
that participants can engage in the actual situation when
they return to work with greater confidence and skill. |
4:50 pm | Closing
Session
Participants discuss next steps: how to consolidate and
extend their learning after the program. They complete a
program evaluation. |
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