Positive Negotiation Program: COURSE AGENDA

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.
Lecture, discussion, individual work

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.
Lecture

10:00 am | Negotiation Exercise - Information Crisis (Optional: Research and Development)
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.
Individual work

10:45 am | Break

10:55 am | Negotiation Exercise - Information Crisis (Optional: Research and Development) (continued)
Participants conduct the exercise in small groups.
Small group work, videotape exercise

11:35 am | Quality in Negotiation/Feedback Exercise
Participants learn the five characteristics of quality agreements, then assess the quality of the negotiation they just completed.
Individual reading, discussion, individual work, small group discussion, debrief in full group

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.
Lecture, video examples

1:25 pm | Assessing and Coding Negotiation Styles
Participants learn how to evaluate their negotiation behavior in the first exercise.
Discussion, video examples

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.
Videotape review in small groups, individual work, debrief

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.
Lecture, discussion, video examples

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.
Lecture, individual work

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.
(Optional) Watch video examples of stage critical tasks
Lecture, video demo, individual work, small group exercise, learning points

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.
(Optional) Watch video examples of stage critical tasks
Lecture, individual work, small group exercise, learning points

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.
(Optional) Watch video examples of stage critical tasks
Lecture, individual work, small group exercise, learning points

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.
Video, discussion

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
Lecture, role assignment, individual work

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.
Lecture

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.
Team planning, data collection form

4:00 pm | Fishing Boat or Optional Exercise: The Negotiation
Participants conduct exercise.
Team exercise, videotape

5:00 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.
Debrief discussion

5:25 pm | Day 2 Review/Evening Assignment
Participants select their Critical Negotiation Situation, and if necessary, complete Planning Guide 1 (Needs/Currency) for the Application phase of the program. Participants are also encouraged to review the readings of tactical choices

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 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.
Small group work, debrief

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.
Discussion, individual work

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.
Individual work

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.
Small group, individual work

4:50 pm | Closing Session
Participants discuss next steps: how to consolidate and extend their learning after the program. They complete a program evaluation.

5:00 pm | End of Program

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