mandela

“Only free men can negotiate, prisoners cannot enter into contracts”     Nelson Mandela

 

 

 

 

The ability to navigate differences requires a thorough understanding of the principles of negotiation. This is useful not only in business but all aspects of your life. Traditional notions of the classic: “ I win you lose” negotiation are not particular effective in a world were knowledge is much easier to acquire. The idea of playing your cards close to your chest may be effective in poker, but if the goal is to build an ongoing relationship, much more attention must be paid to actually determining legitimate needs, and trying to build value that meets all concerns. While this may sound idealistic, it is based on a rigorous and pragmatic application of theory to the real world. Developing an ability to understand your interests, and communicate them strategically is crucial. It is as important to be familiar with a framework that allows for a fuller understanding of the interests of those you are negotiating with.

What We Offer

Many of our negotiation advisors have been trained at Harvard University as well as MIT. They have also had extensive field experience. They have led teams involved in high-pressure negotiations   The principles of negotiation are consistent. They apply in negotiating collective agreements, or even buying a new car. We can train your people to be better negotiators with a process that measures progress concretely.  Our approach is highly interactive. We simulate a range of real world negotiating scenarios. This allows us to develop skills in a safe, and even fun environment. It also provides comparative assessments of how effective individual negotiating strategies have been. Results can be coallated across the company as well as with data from other companies. The premise of this is that you work best by doing. It is possible to create a simulation where the stakes seem high because there is real competition, without any consequence for making mistakes.

What We Cover

  • Principles of negotiation
  • Basic negotiation skills
  • Negotiating style assessment
  • Mutli issue negotiation
  • Multi Party negotiation
  • Negotiation ethics
  • High stakes negotiations
  • Gender and culture in negotiation
  • Deal design
  • Anchoring
  • Creating trust
  • Game theory

What are your Options?

  • Small group Sessions (Minimum 8 hours)