Pre-work: To be completed prior to the start of the program. Requires 1½ – 2 hours.

Agenda Day 1: Negotiating Style, Preparation, and Communicating Collaboratively

• Introduction
• Negotiating Role-play Practice 1
• The Model of Negotiating Styles
• On Becoming a Collaborative Negotiator
• Negotiating Role-play Practice 2
• 8 Steps to Being Prepared
• The Shape of Things to Come
• Negotiating Role-play Practice 3
• Creating a Supportive Climate
• Listening Actively
• Asking the Right Questions
• Monitoring Nonverbal Behaviors
• Principles of Neurolinguistic Programming
• Matching Communication Styles
• Building Rapport

Learning Goals for Day 1:

• Identify the program learning objectives and one’s own objectives
• Discover The Model of Negotiating Styles
• Recognize the characteristics of the 5 negotiating styles and identify one’s current approach to negotiating
• Learn why collaboration is an effective approach to negotiation
• Develop an understanding of the organization’s negotiating style
• Explore the 6 elements necessary to negotiating collaboratively
• Understand the 8-step preparation process
• Analyze one’s own interests and those of the other person
• Identify areas of common ground and possible conflicts or differences
• Explore and invent creative options
• Establish realistic, useful goals for any negotiation
• Learn and apply the concept of BATNA
• Assess one’s power, or leverage, in a given negotiation situation
• Develop a negotiating strategy
• Recognize critical communication skills of the Collaborative Negotiator
• Create a supportive climate during the negotiation
• Employ active listening skills when negotiating
• Use questions to improve receptivity and gain information
• Identify nonverbal cues that indicate agreement, resistance, or readiness to cooperate
• Pinpoint one's preferred method for taking in, processing, and expressing information
• Select and use a communication approach that matches the communication style of one’s negotiating partner
• Build rapport with others

Evening Work: Read article about negotiating to reinforce learning

Agenda Day 2: Conducting the Collaborative Negotiation, Dealing with Difficult Negotiators, and Action Planning

• Review and Re-Focus
• Negotiating Role-play Practice 4
• Different Approaches Equal Different Results
• 6 Steps to a Collaborative Negotiation
• Negotiating Role-play Practice 5
• Negotiating Role-play Practice 6
• Tactics Used By a Difficult Negotiator
• Taking an Assertive Stance
• Interpersonal Influence and Assertive Communication
• Negotiating Role-play Practice 7
• Review
• Personal Action Plan
• Program Wrap-Up

Learning Goals for Day 2:

• Understand the differences between a collaborative negotiation and the traditional negotiating model
• Learn how to open any negotiating in a supportive, relaxed manner
• Explore the other negotiator’s needs and interests to gain a better understanding of his or her situation
• Recognize 5 techniques for integrating conflicting needs
• Invent options using a variety of creative techniques
• Wrap-up a negotiation in a positive and action-oriented fashion
• Recognize some of the tactics used by Defeat-style negotiators
• Identify one’s personal influence style
• Understand how influence style impacts the outcomes of a negotiation
• Develop skills to offset Defeat-style tactics
• Influence the negotiation toward a collaborative outcome
• Develop an action plan for identifying and improving negotiating skills.