Negotiation Capacity Building for Organizations

Course Description:

Negotiations are often viewed as tactical exercises that happen at the negotiation table, where participants devote their efforts to using power and persuasion to convince the other side to say “yes”. This approach leads to 80% of people consistently leaving around 20% of value on the negotiation table; without awareness of this value being left untapped. It does not need to be this way! At its core, a negotiation is a problem that requires a solution. However, finding an optimal solution calls for a fundamental change in the negotiation mindset, where negotiators shift from the need to persuade, to the need to understand the problem and problem-solve it together.

This course will provide participants with a new integrated approach to engage in any negotiation (from simple to complex). They will learn that to maximize value in negotiations, they must go beyond the simple tactical (power & persuasion) approach. And understand that negotiations are, in fact, three-dimensional (3D) problems composed of three different yet highly integrated dimensions (strategic, creative, and tactical), and that to be effective negotiators, they must recognize this architecture and learn to play in these dimensions simultaneously.

The first step to solving a problem is to understand it. However, to understand the problem, you need information, and in order to get information, you need trust. Effective communication is a fundamental skill to increase the effectiveness of the strategic information gathering required to unlock the hidden potential in each negotiation. When it comes to negotiations, the HOW (communication) is just as important as the WHAT (strategy). Communication is the foundation of any effective negotiation.

Finally, it is important to understand that negotiations go well beyond transactions and 'deals'; negotiations are embedded in all human interactions. Some of the most critical negotiations happen internally, within the organization. Negotiation capacity is then one of the most essential skills for effective leaders and team members. Effective negotiation encompasses being an emphatic listener, a relationship builder, a problem solver, and someone with a genuine desire to understand the interests and priorities of all stakeholders involved to find the best solution and achieve superior results. These same skills are required to engage, lead, and inspire people to achieve their maximum potential.

The Negotiation Canvas®

Changing people’s negotiation mindset requires tools and processes that go beyond what is taught in traditional negotiation courses. In this course, participants will be introduced to the Negotiation Canvas®, a powerful visual tool that incorporates all three dimensions of negotiation into ‘one-page.’ This tool helps participants go beyond the traditional (hardwired) negotiations approach of power and persuasion and build new mental pathways to effectively navigate the 3D architecture of the negotiations process. Allowing participants to effectively rewire their brains!

Research shows that 70% of the success in any negotiation derives from effective preparation. Yet most people fail to address the full complexity of the negotiation due to time limitations and instead follow an ad-hoc approach where they rely on their experience, instinct, and persuasion ability. Negotiations require a clear strategy, and to do this effectively (and timely), you need a structured process and tools. The Negotiation Canvas® becomes the negotiator’s navigation map (or control panel). We’ll use this tool throughout the course as the working space to prepare for all negotiations.

Course Format:

This comprehensive 4-module course will take participants on a negotiation journey where they will gradually transform their negotiation approach and improve their negotiation skills. The course combines theory and practice; participants will engage in a series of negotiation simulations (role-play exercises) with increasing levels of complexity designed to increase the practical understanding of the skills required to thrive in every negotiation situation. This action-learning format is widely regarded as the best approach to develop the confidence to apply newly developed negotiation skills in specific situations.

Course Content:

MODULE #1: A new negotiation Mindset

How to claim value effectively

• Basics: ZOPA, BATNA, Reservation Point, and target
• Cognitive biases (anchoring effect)
• Concession patterns
• Changing your negotiation mindset
• A new approach to negotiation (3D problem-solving)
• Negotiation simulation #1
• Best Practices to claim value.

MODULE #2: Effective communication for Negotiations

How to create value effectively

• The 3 steps to effective communication
• Active emphatic listening (stop talking, start listening!)
• Interest-based negotiation (collaborative negotiations)
• Strategic information exchange
• Trust & vulnerability in strengthening relationships.
• Negotiation simulation #2
• Best Practices to create value.

MODULE #3: The Negotiator’s Dilemma

Deal Design: Building Negotiation Packages

• The Negotiation Process®
• Multi-Issue negotiations
• Deal design: Multiple Equivalent Simultaneous Offers (MESOS)
• Bargaining chips and asymmetric issues
• Dealing with Difficult Conversations
• Negotiation simulation #3

MODULE #4: Disputes and Conflict Negotiations

Managing emotions and conflict resolution strategies

• The Interest, Rights, and Power framework for resolving conflict.
• Managing emotions and dealing with anger in disputes
• Threats and consequences (when and how)
• Effective communications to de-escalate conflict.
• How to negotiate the non-negotiable
• Negotiation simulation #4

Course Objectives

• Gain a new theoretical and practical framework (3D problem-solving) to approach any type of negotiation.
• Transform your negotiation mindset from the need to persuade, to a desire to understand the problem and problem-solve it together.
• Develop an understanding of the importance of effective communication in the negotiation outcome. Learn the 3 steps for effective communication.
• Learn how to balance the tension between collaboration and competition in negotiations.
• Develop the capacity to listen empathically and understand the perspective of others. Listening is one of the most important skills in negotiation.
• Learn how to increase your power and influence in a negotiation.
• Acquire skills to manage emotions (yours and theirs) and strategies to resolve conflict situations.
• Learn how to use the tools and processes in this course to prepare effectively (and strategically) for any negotiation.

Benefits to the company

Building negotiation ability as a Corporate Capacity can bring significant benefits to the company. Employees with better negotiation skills collaborate more effectively with colleagues and teams, address conflicts constructively, improve internal processes, strengthen relationships with suppliers, and have a better understanding of customer’s needs and concerns which enhances overall customer satisfaction. Also, incorporating this problem-solving collaborative negotiation approach as part of the company’s culture will give the company a competitive advantage. Companies with this reputation are the kind or organizations where people want to work at, and customers and suppliers want to do business with.

Course dates:

• Two sessions on Monday, the 18th of November, from 9:00 am to 3:30 pm

• Two sessions on Tuesday, the 19th of November, from 9:00 am to 3:30 pm

• One session on Wednesday, the 20th of November, from 12:00 pm to 5:00 pm

Registration Fees

The course fee is $1,475 USD (QAR 5,369.00) per participant. The fee includes lunch on the first two days and hospitality service for the last session. Participation requires payment in full at the time of registration via Eventbrite. Refunds are provided on the following basis:

• 100% refund or postponement if cancelled/notified 28 days prior to course commencement.
• 75% refund or postponement if cancelled/notified 14 days prior to course commencement.
• 50% refund if cancelled 7 days prior to course commencement.
• 25% refund if cancelled 48 hours prior to course commencement.
• 0% refund if cancelled less than 48 prior to course commencement or no show.

Participants who cancel enrolment can choose to transfer the paid fee to a future masterclass rather than receive a refund. Should the course fees differ, participants will receive a refund on the difference or make an additional ‘top-up’ payment.

A 15% discount is offered for Qatar Foundation and university employees in Education City, as well as EC alumni. Northwestern Qatar Executive Education required participants to attend 90% of the course to get a certificate of participation/completion.

Host or Publisher Northwestern University in Qatar