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MWI'S ADVANCED NEGOTIATION SKILLS WORKSHOP – DEALING WITH DIFFICULT
TACTICS NEGOTIATION WORKSHOP -
click here to
register for this course
Building off of the foundational skills and frameworks introduced in
MWI’s Negotiation Skills Workshop, MWI’s Dealing with
Difficult Tactics course will offer helpful advice, tools and
additional frameworks designed to address the most difficult negotiators,
complex scenarios and challenging tactics.
While graduates of MWI’s Negotiation Skills Workshop understand the value of
taking a collaborative approach to negotiation and recognize the benefits of
negotiating in a way that helps the parties develop a long-term, durable,
mutually beneficial relationship for sustained value generation, many others do
not. In fact, unfortunately, either by learning from others or even from taking
other workshops on the subject that advocate for a different approach, many
negotiators believe it is better to be “difficult” in a negotiation, utilizing
manipulative tactics, throwing the other side off balance in order to “win” the
negotiation.
This workshop is designed to address those difficult behaviors. Rather
than responding in kind and degenerating the negotiation, often to all parties’
detriment, it is important to engage and to educate the other side on the
benefits of collaboration, bringing them on board with a more productive
approach that is proven to better meet the needs of all parties over the
long-term.
This session is designed to help participants productively address:
• Manipulative tactics
• Threats
• Discrepancies in information and perceptions
• Stonewalling and other disengaging behavior
• Lack of accountability and follow through with agreements
Participants in this advanced MWI Negotiation Skills Workshop can expect to learn how to:
• Build a working language that will allow them to speak productively with
difficult people;
• Diagnose and address unproductive behavior;
• Lead the Interest-based process of negotiation;
• Respond in difficult negotiation situations without further escalating the
problem;
• Respond to threats and otherwise uncooperative behavior;
• Separate the people from the problem; and
• Communicate clearly and effectively in order to build and improve working
relationships.
Conceptual
Foundation of MWI’s Negotiation Skills Workshops
MWI's Negotiation Skills Workshops build on the ideas and frameworks
developed by Professor Roger Fisher and his colleagues at the Harvard
Negotiation Project at Harvard Law School. Concepts for this session will
be drawn from additional publications and negotiation theory, which expand on
the ideas generated in
Getting to Yes. Among others, this course will specifically draw from:
Difficult Conversations,
Getting Past No,
Beyond Reason,
and
The Power of a Positive
No.
WORKSHOP METHODOLOGY
Following the teaching model developed at the Harvard Negotiation Project,
MWI uses a hands-on, skill-based method of teaching negotiation. Core concepts
and frameworks are presented to participants in an interactive style. Building
on the presentations, participants will have opportunities to apply the theory
they have learned by negotiating case simulations with other participants.
Case
simulations are drawn from teaching materials developed and used by the Program
on Negotiation at Harvard Law School. After completing each case, instructors
lead participants through a systematic analysis of their negotiation. Emphasis
is placed on bringing out the experience and expertise of the group and
organizing their ideas into a useful set of guidelines for negotiating in the
future.
The training workshop will focus on: using a proven systematic framework to
prepare, conduct and review negotiations; participating in exercises designed to
enhance and highlight particular skills; watching demonstrations of newly
acquired negotiation tools and techniques; and debriefing exercises in small
group discussions. Special emphasis will be placed on applying negotiation
theory to real-world scenarios challenging participants.
WHO SHOULD ATTEND
Anyone who has previously graduated from MWI’s (or any other providers’)
Negotiation Training Program. This program is especially useful for:
• Sales or Purchasing Professionals
• Executives
• Managers
• Human Resources Professionals
• Customer Service Representatives
• Business Consultants
• Mediators and other ADR Professionals
• Attorneys
• Educators
• Social Service Professionals
. . . and other professionals interested in improving their ability to
proactively and successfully negotiate in difficult circumstances with clients,
colleagues, suppliers, partners and others.
PARTICIPANTS WILL RECEIVE
• One full day of advanced negotiation training;
• An interactive, hands-on, skill-building approach;
• Case studies, role-plays and opportunities for small group discussions;
• Tools for preparing for and reviewing challenging negotiations;
• Negotiation manual and accompanying resources;
• A low-risk and safe environment for learning;
• A Certificate of Completion
• Morning and afternoon refreshments
• CEU’s: An application is pending for 8 Category 1 Continuing Education Hours
for relicensure with NASW and 8 Category 1 Continuing Education Hours with
MMCEP for LMHCs.
DATES / TIMES / LOCATION
TRAINER
David Seibel is a negotiation trainer, conflict management consultant,
mediator and professor in the fields of effective negotiation, communication and
mediation. Specializing in commercial and family contexts, David's conflict
management practice includes well over a decade of public and private service.
David is associate faculty at Harvard Law School’s Program on Negotiation, and
formerly at Georgetown University Law School. Mr. Seibel mediates a wide range
of criminal and civil disputes, and advises organizations and individuals on
negotiation and effective communication. He has taught related courses to
corporate and non-profit clients all over the world, including negotiation
skills workshops for the newly formed government in Iraq. His consulting
practice includes advising the Chief Prosecutor of the International Criminal
Court in The Hague, facilitating strategic planning sessions for senior
executive teams, and coaching individuals through complex negotiations in
business and divorce contexts. David obtained his Juris Doctorate from Harvard
Law School, where he served as President of the Harvard Mediation Program, and
later as Sacks Fellow at the Hale and Dorr Legal Services Center of Harvard Law
School. His Fellowship focused on the advocacy, negotiation and mediation of
family matters. As an associate at Goodwin Procter LLP in Boston, Mr. Seibel
practiced trusts and estates, and then corporate law.
PRAISE FOR MWI'S NEGOTIATION SKILLS WORKSHOPS
"Trainers were poised, knowledgeable, catalytic and they genuinely seemed to
enjoy what they were doing and to enjoy the company of all of us. That’s a
treat!"
"This was an extremely powerful and far reaching workshop with its greatest
strength lying in the people involved in it."
"Great course - most practical training I’ve had in a long time."
REGISTRATION AND COST
The cost of the training is $375 per person (or
$325 if
registered a month in advance). Please call 800-348-4888 x24 or send an email to
negotiation@mwi.org for a brochure and registration
form. Space is limited to 30 participants.
Register for this
course...
Please contact Chuck Doran, Executive Director at
800-348-4888 x22 or cdoran@mwi.org for
more information about MWI's Negotiation Programs and Services.
click here for MWI's Customized
On-Site Negotiation Skills Workshops
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