This workshop will use experiential learning techniques to allow participants to identify, learn, and apply basic negotiation strategies and skills in both one-on-one situations as well as in teams. The workshop encompasses 6-8 exercises, depending on time, including the following negotiation situations:
1. A series of rapid one-on-one negotiations; single attribute to be negotiated
2. A series of team-on-team negotiations; single attribute to be negotiated
3. More complex negotiations: multiple attributes to be negotiated, varying rewards, increased outcome uncertainty, parties of unequal power, more than two parties vying for scarce resources, etc.
Each exercise will follow this general format:
1. Brief learning / exercise setup (5 to 10 minutes)
2. The exercise itself
3. A group exercise debriefing (what went right, what went wrong, how to improve)
4. A “tie-in” to existing theory / knowledge including an “application checklist” highlighting the key elements and strategies useful in this type of negotiation
Participants will discover how to:
• Analyze their own interests (what they want to achieve) as well as those of others
• Develop a position (what you tell the other party you want – not always the same as your actual interest!)
• Exchange information (and when to do so!)
• Make assessments and reach conclusions under time pressure
• Leverage their personality to be a better negotiator
• Avoid common pitfalls of negotiations
While this topic is often associated with the Purchasing or Sales functions, the basic strategies covered in this workshop would apply to almost all business functions and, as the participants will discover, apply to the relationships and situations they find outside of work. Everyone negotiates: job offers; car or home purchases; with spouses or children; etc. Anytime someone wants something from another party, they enter into negotiations.
This topic provides a plethora of interactive (and fun) exercises that demonstrate current research and allow participants to apply what they’ve learned. It also can be very complex, especially as the uncertainty of outcomes, the number of participants, the amount of power each has, and the number of attributes to be agreed upon increases and / or varies. For that reason, it is the kind of workshop that can be expanded to cover the topic in various levels of detail, depending on the audience and could be built upon over a period of time.