What This Initiative Is About

 

In today’s world, negotiation is a “part and parcel” competency required by the most successful leaders towards fulfilling their daily functions.

 

Negotiations skills are used…

 

Strategically in long-term deal making,

Cross-culturally across international boundaries,

Tactically in changing the nature of an established game,

Towards influencing a mutually beneficial outcome, and

Preemptively towards securing scarce resources.

 

In a professional environment, Collaborative Negotiations is useful both internally with peers, subordinates and bosses and externally with suppliers, customers, competitors and collaborators.

 

Collaborative Negotiations is a real-world, practical and professional negotiations program. It will assist you develop the fundamental mind-sets and skill-sets to be a Collaborative Negotiator. The program will endeavour to significantly sharpen your negotiations acumen whether you are engaging in…

 

Hard or Soft Negotiations,

Open or Closed Negotiations, 

Old or New Negotiations, or even

Warm or Cold Negotiations

 

It is a fully interactive, immersive program that draws on the latest research and best practices to enable collaborative – win/win/win negotiations.

 

It is transformational in nature as it assists you to identify your natural negotiation style, recognise other people’s negotiation style, and build your negotiations competencies towards achieving win/win/win outcomes.

 

“Yes”, it will assist you gain immediate financial and non-financial benefits with respect to the negotiations you are presently engaged in. Furthermore, the frameworks you will gain and capabilities you build will put you in good stead towards any future negotiations you will partake in.

 

In a nutshell, Collaborative Negotiations is a program that will pay for itself again and again. It is transformational in nature as it assists you to identify your natural negotiation style, recognise other people’s negotiation style, and build your negotiations competencies towards achieving win/win/win outcomes.

 

What You Can Expect

 

A ground breaking, absolutely unique, expertly researched & created, world class, professionally delivered initiative, which will address your specific needs and benefit you for a lifetime.

 

How This Initiative Is Conducted

 

This perspective shaping initiative is expertly run as a series of …

 

Illuminating introductions
Engaging dialogues
Interactive games & exercises
Thought provoking debriefs
Open questions & answer sessions
Reflection time-outs
Relevant case studies
Enriching assignments
Feedback loops

 

Initiative Outline

 

The Particulars Of Negotiations

 

What Is Negotiation?

 

You Cannot Step Into The Same River Twice

 

The Possible Negotiations Outcomes

 

• The Possibility of Status Quo

• The Possibility of Losing

• The Possibility of Drawing

• The Possibility of Winning   

 

The Three Crucial Elements To Any Negotiations

 

• The Time Factor

• The Knowledge Factor

• The Power Factor

           

The Psychology of Negotiations

 

The “Individual Interest” Game

 

Debriefing The “Individual Interest” Game

 

Distinguishing The Different Types of Negotiators

 

• The Regenerative Negotiator

• The Benevolent Negotiator

• The Effectuate Negotiator

• The Especial Negotiator

• The Erudite Negotiator

• The Allegiant Negotiator

• The Affective Negotiator

• The Provocative Negotiator

•  The Amiable Negotiator

 

 The Motivations Of The Different Types Of Negotiators

           

The Strategies Of The Different Types Of Negotiators

           

The Gravitations Of The Different Types Of Negotiators

           

The Identity of The Different Types Of Negotiators                        

 

The Philosophy of Negotiations

 

The 1 – 0 Game

 

Debriefing The 1 – 0 Game

 

• Exploring Your Negotiations Orientations

• The Integrative – Distributive Spectrum Of Negotiations

• The Dynamics Of Evolving Negotiations

• The Dynamics Of Competitive Negotiations

• The Dynamics Of Destructive Negotiations

• The Dynamics Of Collaborative Negotiations

 

 Negotiating For The Future Now

 

• Brightness Of The Future

• Quantity Of Interaction

• Quality Of Interaction

• Darkness Of The Future

 

The Price of Negotiations

 

Exploring The Hidden Traps Of Decision Making & Problem Solving

 

The Merger & Acquisition Game

 

• Debriefing The Merger & Acquisition Game

• The Principles Of Calculated Decision Making

• Gain Thinking Versus Loss Thinking

 

The Salvaging Game 

 

• Debriefing The Salvaging Game

• Identifying Your Risk Threshold

 

The Shares Game

 

• Debriefing The Shares Game

• Framing Your Wins

• Framing Your Loses

• Framing Your Risks

 

The Divide The Figure Game

                                   

• Debriefing The Divide The Figure Game

• Your Barriers Of Your Anchors

                       

The Green Card / Red Card Game

 

• Debriefing The Green Card / Red Card Game

• Escaping The Confirmation Trap

• The Confirmation Bias

 

The Process of Negotiations

 

The Pre-Game Of Negotiations

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• The Science Of Preparations

• The Science Of Planning

 

The Game Of Negotiations

 

• The Art Of Listening

• The Art Of Questioning

• The Art Of Dialoguing

• The Art Of Crystallizing

• The Art Of Actioning

• The Art Of Feed-Forwarding

• The Art Of Winning

 

The Post-Game Of Negotiations

 

• The Science Of Reviewing

• The Science Or Renewing

 

The Principles of Negotiations

 

The Harvard Method Of Collaborative World Class Negotiations

 

• Separate The People From The Problem

• Focus On Interests Not Positions

• Invent Options For Future Gain

• Use An Objective Criteria Set

 

The 4 Key Concepts In Collaborative World Class Negotiations

 

• The Best Alternative To A Negotiated Agreement

• The Reserve Price

• The Zone Of Possible Agreements

• The Intention Of Creating Value

 

The 10 Steps To Collaborative World Class Negotiations Framework

 

• Know The Win/Win/ Win Outcomes

• Identifying Opportunities For Value Creation

• Identifying The Best Alternative To A Negotiated Agreements

• Identifying The Reserve Price

• Weigh Out The Best Alternative To A Negotiated Agreements

• Appreciate The Regulatory Environment

• Know Your Collaborator World View

• Be Flexible

• Establish Benchmarks And References

• Alter The Process Towards Win/Win/Win Outcomes

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