Every day your people are involved in negotiating with someone, whether or not it’s a key part of their role. Using Harvard’s Seven Elements Negotiation methodology, your people will learn how to prepare and conduct a collaborative negotiation, using case studies and their own, real scenarios. By using the Seven Elements, they will be able to be firm on content when needed, cultivate a deep understanding of all stakeholders’ interests, generate options with other stakeholders and strive for a legitimate outcome, whilst ensuring that the relationship is at least as good as it was at the start of the negotiation.
In addition to having this framework for preparing and conducting their negotiations, drawing on the work of Harvard’s Fisher and Shapiro, our Advanced Negotiator Programme also provides a deep, experiential process to develop your people to be best placed emotionally to conduct the negotiation. Furthermore, they will also experience how to meet the five core concerns of the person they are negotiating with, addressing all the emotional aspects that are present when conducting any negotiation.
In summary, as a result of experiencing the War to Peace® Advanced Negotiator Programme, your people will:
Know how to prepare for negotiations practically. Specifically:
- Differentiate negotiation content from cultivating rapport;
- Know how to use theory for systematic analysis and planning;
- Cultivate a deep understanding of all stakeholders’ interests;
- Generate options with other stakeholders;
- Strive for a legitimate outcome;
- Develop good choices using sound strategy;
- Make proactive congruent strategy choices; and
- Review mistakes for improvement.
Know how to anticipate and prepare for the emotional objections of the people they are negotiating with. Specifically:
- Gain confidence in their ability to relate to and negotiate with anyone, even the people they find challenging;
- Learn multiple ways of managing their emotional state so that they are in – and can maintain – a resourceful emotional disposition, no matter what or whom they encounter during a negotiation;
- Quickly recognise the early signs of conflict in a negotiation and chooses a different course of action;
- Develop emotional intelligence by gaining insight about the unconscious impact of their negotiation style and what it provokes in others;
- Be able to listen effectively, explore perceptions and acknowledge others’ views to increase the likelihood of a successful negotiation;
- Know how to shift perspectives to see things from multiple viewpoints to aid their negotiations, particularly when they encounter unexpected emotion or negotiation techniques; and
- Develop an ability to quickly focus on and control what’s controllable in a negotiation to become more effective.
Enquire about the War to Peace® Advanced Negotiator Programme.