Advanced Negotiation Skills
Unlock the power of persuasion and turn interactions into collaborative success to transform outcomes in any negotiation scenario.
Target Audience
Senior level leaders or those who are responsible for or engaged in more formal negotiationssuch as partnership or contract negotiations, pricing, or service negotiations. It is also appropriate for those who want to learn a systematic and structured negotiation approach.
In a competitive business landscape, the ability to effectively carry out negotiations is a critical skill for professional success. This program is designed to empower senior leaders to navigate complex partnerships and deals with confidence and diplomacy and foster effective communication to achieve optimal outcomes.
This program is designed to help participants: develop a collaborative and trusting relationship with stakeholders, understand the psychological aspects of negotiation, explore advanced techniques in verbal and non-verbal communication, and build a plan to satisfy both parties. The program introduces the Harvard Negotiation Project’s (HNP) model of “interest-based” negotiation and its Seven Element Framework, and integrates both structured case studies and application to participants’ own context.
We all learn differently. At the core, Boreala Management’s design is inclusive and considers a whole host of participant needs and preferences to ensure a psychologically safe and optimal learning environment. We incorporate activities for experiential learning, inquiry exercises for reflection, guidelines for conceptualization, and simple tools (handouts) for applying the content in the workplace.
- How to measure the relationship between the target goal and the achieved outcomes in negotiations
- The Harvard Negotiation Project’s interest-based model and its Seven Element framework
- Practice preparation by analyzing a case study using the framework and then applying it to relevant participant context examples (i.e. ‘live’ case studies)
- Sequential problem-solving tools to understand the other party’s decision
- Techniques to craft a range of possible options to turn NOs into promising “yesable” propositions
- What to do when key decision-makers are inaccessible or unknown through the Stakeholder Mapping Tool resource.
- How to identify power dynamics in large, formal, and dynamic organizations
- Strategies to elevate communication skills, trust and rapport, manage emotions, and address potentially challenging stakeholder behaviors
OUTCOMES
This program is designed to help participants: develop a collaborative and trusting relationship with stakeholders, understand the psychological aspects of negotiation, explore advanced techniques in verbal and non-verbal communication, and build a plan to satisfy both parties. The program introduces the Harvard Negotiation Project’s (HNP) model of “interest-based” negotiation and its Seven Element Framework, and integrates both structured case studies and application to participants’ own context.
DESGIN GUIDANCE PRINCIPLES
We all learn differently. At the core, Boreala Management’s design is inclusive and considers a whole host of participant needs and preferences to ensure a psychologically safe and optimal learning environment. We incorporate activities for experiential learning, inquiry exercises for reflection, guidelines for conceptualization, and simple tools (handouts) for applying the content in the workplace.
OBJECTIVES
- How to measure the relationship between the target goal and the achieved outcomes in negotiations.
- The Harvard Negotiation Project’s interest-based model and its Seven Element framework.
- Practise preparation by analyzing a case study using the framework and then applying it to relevant participant context examples (i.e. ‘live’ case studies).
- Sequential problem-solving tools to understand the other party’s decision.
- Techniques to craft a range of possible options to turn NOs into promising “yesable” propositions.
- What to do when key decision-makers are inaccessible or unknown through the Stakeholder Mapping Tool resource.
- How to identify power dynamics in large, formal, and dynamic organizations.
- Strategies to elevate communication skills, trust and rapport, manage emotions, and address potentially challenging stakeholder behaviours.
Learning Pathway
Defining Success
- Introductions, objectives, and outcomes.
- Overview of Harvard Negotiation Project’s model and its 7 elements to define success and desired outcomes.
- Case study: practice in pairs how to prepare for negotiations
Best Practices
- Approaches used by experienced professional negotiators
- Group exercises: scenarios in the government and private sector
Overcoming Resistance
- Apply the 7-Element Framework to a real-life case in working groups
- Explore a sequential problem-solving tool to understand the opposition’s choice and how to craft possible “yesable” propositions
- Live client example
Rapport with Stakeholders
- What to do when key decision-makers are inaccessible or unknown through the Stakeholder Mapping Tool
- Elevate one’s communication skills to influence, and manage others’ emotions
Managing Behaviors
- Address managing challenging behaviors and tactics in negotiations
- Explore partisan perceptions
- Exercise highlights differing perspectives
NOTE: This training has been designed for up to 10 leaders (participants). Any changes to this (i.e. mixed level audience, more people or shorter training days) may require modifications to ensure an optimal learning experience.
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