Negotiation
Anything that matters involves people.
Anything that involves people will involve difference.
When people differ, how you negotiate determines what you achieve.
Negotiation is a crucial skill for navigating relationships. Negotiation challenges vary widely; they differ in terms of time, place, needs, resources, authorities, cultures, and the party across the table. And that’s just the beginning – a seemingly overwhelming number of sub-variables, circumstances, tactics, and surprises can follow. Yet in the end, one factor matters most: what you gain or lose depends on how you negotiate.
That vital how of negotiation is a function of the experience and ability that you bring to the issues and the relationships that matter most.
Through greater awareness, more strategic thinking, operational tools, and practice, negotiation skills can be developed, enhanced, and more effectively applied to salient issues
– Build negotiation strategies and capacities for important transactions and transformations
– Facilitate significant negotiations and/or prepare and advise the negotiators
– Design and deliver integrated training and development programs that chart paths to mastery and application of negotiation skills and best practices
At CMPartners, we assume that our clients already are negotiators.
Consciously or not, they negotiate every day, and often successfully. If this were not true, they would not hold the positions and manage the responsibilities that they do. Yet despite their experience and their ability, few negotiators—even good negotiators—are able to define how or why they negotiate the way that they do.
Our professionals understand that negotiation success is built on a matrix of strategic capacities and action skills, including:
Situational awareness
Preparation
Understanding and prioritizing interests
Learning and adaptation
Influencing
Problem-solving
Managing emotions and personalities
Relationship mapping and management
Sequencing issues and activities
Communication
Facilitation
Conflict management
Decision-making
Commitment management
Leadership
After action review
Members of our community of practice are research and teaching professionals from the world’s leading learning institutions, including:
The Harvard Schools of Law, Business, and Government
The Tufts University Fletcher School of Law and Diplomacy
The National University of Singapore
The Johns Hopkins University School of Advanced International Studies
The Institute for Management Development (IMD), Lausanne, Switzerland
The American University School of International Policy
The American University in Beirut (AUB), Lebanon
The Foreign Affairs College, Beijing, China
The American University in Cairo, Egypt
Kashmir University, India
The University of Massachusetts, Boston
Brandeis University, Boston
