Negotiation Strategy and Tactics: COURSE AGENDA

Two-Day Program | One-Day Program

Pre-Program Assignment

Participants use the Negotiation Skills Inventory (NSI) to collect data from their work associates on their typical negotiation behaviors. Participants also assess their own negotiating behaviors in formal and informal negotiation situations.
Questionnaires: Data Collection and Preliminary Analysis

Day One

8:30 am | Introduction and Program Objectives
Participants explore the difference between problem solving and negotiating, learn a working definition of negotiation, and clarify objectives for the program.
Reading, Lecture, Discussion

9:20 am | Needs/Currency Analysis
Participants learn the value of understanding needs and alternative currencies of exchange in producing high quality agreements. Planning Guide 1: Needs/Currency Analysis is introduced as a planning tool.
Individual Case Analysis, Discussion

9:45 am | Break

10:00 am | Negotiation Exercise No. 1: Self-Assessment
Participants prepare for and conduct a negotiation in order to collect additional data on their negotiating strengths and areas for improvement.
Individual and Team Case Analysis, Small Group Video-Taped Role-play, Discussion

12:05 pm | Quality in Negotiation
Participants learn the five characteristics of quality agreements and evaluate their negotiation in Exercise No.1.
Reading, Lecture, Discussion, Peer-to-Peer Feedback

12:30 pm | Lunch

1:15 pm | Negotiation Stages and Critical Tasks
Participants explore the four stages of negotiation and the tasks that must be completed at each stage. Participants learn how to use this information as a road map toward a quality negotiation.
Lecture, Discussion


1:45 pm | Observing Behavior and Giving Feedback
Participants practice identifying negotiation stages, tasks, and behaviors. They learn how to give and receive feedback during the program.
Discussion

2:00 pm | Negotiation Exercise No.1: Self-Assessment, Pt. 2
Participants review Exercise No.1 and give each other feedback.
Small Group Exercise Review and Videotape Analysis, Peer-to-Peer Feedback

3:00 pm | Break

3:45 pm | Negotiation Skills Inventory
Participants review the data they collected prior to the program.
Self-Assessment Exercise

4:15 pm | Negotiation Exercise No. 2: Fishing Boat, Pt. 1
Participants work individually and in teams to complete Planning Guide 1 for another complex negotiation, identifying issues, interests, positions, and currencies. They then learn a tactical planning tool for each stage of the negotiation in order to manage the process and achieve a quality negotiation.
Individual and Team Case Analysis, Lecture

5:00 pm | Review and Evening Assignment
Participants complete and analyze their “Negotiation Skills Inventory” and complete readings in preparation for Day Two.
Individual Analysis, Reading

Day Two

8:30 am | Day 1 Review/Day 2 Preview
Participants discuss insights from day 1 and clarify objectives for day 2.
Discussion

8:40 am | Negotiation Exercise No. 2: Fishing Boat, Pt. 2
Participants learn how to use Planning Guide 2 to prepare a tactical approach to managing the negotiation. They learn specific research-based tactical action steps while planning for the exercise and then they conduct the negotiation.
Individual and Team Case Analysis, Role-play

12:15 pm | Lunch

1:00 pm | Negotiation Exercise No. 2: Fishing Boat, Pt. 3
Participants debrief the results, assess the quality of the negotiation, and share feedback.
Peer-to-Peer Feedback, Individual and Team Case Analysis

2:15 pm | Optional Session: Informal Negotiations
Participants identify and practice handling workplace situations that are really informal negotiations.
Lecture, Role-play Exercise, Peer-to-Peer Feedback

2:45 pm | Action Planning
Participants use Planning Guide 1 and Planning Guide 2 to do a situational analysis of an upcoming and personally important negotiation.
Individual Preparation

3:15 pm | Break

3:30 pm | Consulting and Dress Rehearsals
Participants give each other feedback and conduct dress rehearsals to debug their approach.
Small Group Exercise, Peer-To-Peer Feedback

4:30 pm | Evaluations and Program Close
Participants identify ways to practice and implement their new negotiations skills. They locate the appropriate resources that will help them plan and practice their new skills while managing personal risk. Participants complete program evaluations.
Discussion

5:00 pm | End of Program

View the NST Description