Workshop Objectives
Our workshops provide participants with:
- An increased awareness of the process by which they and others negotiate, and of the importance of that process;
- A framework for thinking about negotiation to enable better preparation, conduct and review;
- Improvements to their existing negotiation skills and habits, and additions to their repertoire of techniques; and
- An enhanced ability to get better over time.
Workshops my be focused on general negotiation skills, or on a specific type of negotiation (e.g., procurement, fees for professional services, labor management).
Upon request, we can provide illustrative syllabi of workshops and also specific case examples
Workshop Design and Content
The content of our workshops reflects a multi-track approach to teaching negotiation, using a variety of means including presentations, "generic" exercises, videos, videotaping, applications of concepts to actual negotiation problems faced by participants, and cases created for clients.
Workshop Diagnostics
Before designing the sequences of activities of the workshops, we conduct diagnostic interviews with prospective participants, and others as appropriate, to deepen our understanding of the specific needs of these participants and to develop the most relevant and tailored program.
Workshop Follow-up and Reinforcement
We also strongly suggest that activities are undertaken following the workshop to produce better negotiating results. These include: encouraging management leadership, reinforcement and coaching; developing internal processes and tools; enabling individual self-study; conducting advanced negotiation workshops and clinics; offering consulting/negotiation "hotline" for particular deals; and/or offering individual coaching.
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