What will we do?

 

We will conduct case simulations, analyze technical approaches, and review expert references to see what works in practice today: distributive, integrative and multiple issues negotiations.

 

Six weekly 2.5 hours on-line sessions with Practical Simulations followed by a debrief

 

 1. Competitive Negotiations — Claiming Value

Distributive Negotiation: Win-Lose Dynamics

Strategic Influence and Persuasion

ZOPA (Zone of Possible Agreement)

Best Practices for Claiming Value

Negotiators' Profiles and Mistakes

 

2. Collaborative Negotiations — Creating Value

​Collaborate vs. Compete

The Role of Trust in Negotiation

Information Collection: What Information to Share / Do Not Share

Best Practices for Creating Value

Power in Negotiation and How to Increase It

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3. The Negotiation Process: Focusing on the Process, Not the Result

 Multiple Issues — Creating and Claiming Value

Mixed Practices: Creating and Claiming Value

Subject Categories: Distributive, Integrative, and Compatible

Offer Design

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Why Use a Scoring System in Complex Negotiations?

MESOs: Multiple Simultaneous Equivalent Offerings

The Value Matrix: A Fundamental Tool for Creating and Claiming Value 

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Details of this encounter:

• Duration: 6 practice and analysis sessions (2.5 hours each).

 

Investment 1.200 UDS

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10% discount