DEALING WITH AND COMMUNICATING IN DIFFICULT
NEGOTIATIONS (G010)

Workshops > Government > Complete List > Difficult Negotiations

WHY SHOULD YOU ATTEND?

In successful negotiations, everyone wins. And in successful negotiations, communication is a key element.

There is a growing requirement across all sectors - public, private and not-for-profit - for management skills to deal with competing interests and demands from a variety of stakeholders. Negotiations occur in an increasingly complex environment of intertwined issues from competing parties; these may be external or internal to the organization.

You may have to deal with unrealistic expectations of the other side or possibly your own department or unit. If you're leading the negotiation, you may be expected to come up with a plan for conducting it which is like trying to find a black cat in a totally dark room.You know it's there, but where is there?

Without a systems approach to negotiation, group problem-solving is a chaotic experience where everyone shoots from the hip and lives to regret it. When you understand that negotiation can become a structured dance, similar to the ritual of legal disputes, you then begin to win.

This workshop is for managers and anyone who needs to understand and apply practical negotiation theory and who wants advanced tools for more effective communication. You'll receive a quality control approach to negotiation and learn how to systematically prepare, in order to avoid overlooking vital issues that will come back to haunt you. Through a seven step planning system, our unique training will provide you with the tools to organize negotiations for yourself as well as those you supervise or partner with.

WHAT WILL YOU LEARN?

The workshop will tune-up and strengthen your negotiation knowledge and skills with:

  • A common vocabulary of negotiation
  • Simulations to reinforce negotiation skills
  • A step-by-step process for effective negotiations
  • Personality and the process of negotiation
  • Enhanced analysis of the parties involved, their interests and sources of power
  • Understanding the components of important negotiations
  • Preparing a negotiating plan for yourself, staff or partners
  • Communicating the plan and getting buy-in from your stakeholders
  • The art and science of reading body language during negotiations
  • Providing the right information at the right time – how negotiating is all about timing
  • Responding to objections and eruptions
  • Identifying and working with allies
  • Concluding and evaluating a negotiation

WHAT WILL YOU TAKE AWAY?

  • Negotiator Pro - a $249 value MS Windows software package for negotiation preparation with a 700 item glossary
  • An 80 page textbook on negotiations
  • A customized negotiation report for each participant for a present or future negotiation
  • A short form to use for future planning purposes
  • Mediators/leaders guide, planning guide and strategic tips for negotiation
  • Suggestions and templates for how to run negotiation competitions in departments
  • A visual guide to reading body language

And above all, the confidence and know-how to conduct effective negotiations.

Agenda Day 1

  

8:45 - 8:50 AM

Participant Introductions and Workshop Overview

8:50 - 9:30 AM

What is a Negotiation?
Determining the components of a negotiation and differentiating a negotiation from other situations. Short game exercise.

9:30 - 10:00 AM

The Management Principles of Negotiation
Understanding the components of a negotiation - the seven steps approach. Why a negotiation is not just a collection of tactics and tricks. Sources of power in a negotiation.

10:00 - 10:30 AM

In the Middle of a Negotiation
Fitting a major negotiation into your department’s strategic goals; establishing the components of a negotiation and getting buy-in. The crucial importance of everything you say and do not say.

10:30 - 10:45AM

Break

10:45 - 11:15 AM

Preparing a Negotiation Plan
Using an interesting fact pattern, participants will work in small groups to create a negotiations plan incorporating the previous sessions and short game experience.

11:15 - 12:30 PM

Exercise
Participants in small groups will undertake a major negotiation simulation using the seven step structure and approach.

12:30 - 1:30 PM

Lunch

1:30 - 2:00 PM

Reviewing the Negotiation Exercise Outcomes
Report back by the groups and discussion. Scoring the outcomes. What worked and what did not? Understanding the mistakes.

2:00 - 2:30 PM

Planning a Negotiation in Small Groups
Planning the negotiation with a small group using the seven step structure approach and tools outlined. Mapping out the seven steps or your own approach to a significant negotiation.

2:30 - 2:45 PM

Break

2:45 - 3:45 PM

Exercise
Participants in small groups will undertake a negotiation simulation exercise using a realistic scenario involving a government organization. Report back and discussion.

3:45 - 4:30 PM

Body Language in Negotiations
How to interpret body language and understand personality constructs during the negotiation process. Testing for honesty and testing for buy-in. Completing the customized negotiation form for participants who are in a current negotiation with someone they know. Each person will receive back a customized computer generated output using an adjective-based psychological analysis.


Agenda Day 2

  

8:30 - 10:00 AM

Registration, Coffee and Introduction

8:50 - 10:00 AM

Surviving a Multi-Party Multi-Issue Negotiation
Understanding and successfully managing a negotiation in which you are not the only negotiator on the team. Demonstration of the Negotiator Pro software for Windows version 5.0; a sample preparation plan for a public sector negotiation will be viewed.

10:00 - 10:15 AM

Break

10:15 - 10:45 AM

The Negotiations Team
Developing a successful negotiations team. Determining who should be on the team. The training required to prepare the team for action.

10:45 - 11:30 AM

Managing Your Constituencies
Identifying your stakeholders and assessing their interests and concerns. Conducting the internal negotiation – the formal and informal channels. Getting the sign-off. When you do not want formal sign-off. Satisfying the needs of public servants and the needs of political staff.

11:30 AM - 12:30

Exercise
Participants in small groups will develop an internal stakeholder analysis, strategy and plan for the afternoon negotiation exercise. Demonstration of application of Negotiator Pro Software. Report back and discussion.

12:30 - 1:30 PM

Lunch

1:30 - 3:00 PM

Exercise:
Analyze, plan and conduct a major negotiation for a multi-party, multi-issue conflict involving government and non-government parties, citizens and campaigners.

3:00 - 3:15 PM

Break

3:15 - 4:00 PM

Scoring
Participants with their group will collaboratively score each role-player and the group as a whole

4:00 - 4:30 PM

Review and Evaluation.

Instructor

Dan Burnstein

Dan Burnstein, a lawyer and successful entrepreneur, is featured in the Who's Who of American Law as well as the Who's Who in American Business, and his work in negotiation has been profiled in the New York Times, Wall Street Journal, Inc. Magazine, Globe and Mail, Investors Business Daily, Forbes, and Fortune. He has developed interactive video lessons at Harvard Law School , worked as an associate of the Harvard Program on Negotiation, taught Business Law, Business Ethics and New Media at various colleges and universities in the Boston area, and was the editor of McGraw Hill’s The Digital MBA. In 1990 Mr. Burnstein founded Negotiator Pro, a company that produces business of negotiation preparation software and simulation games. (www.negotiatorpro.com)

 


Tony Broderick

Tony Broderick is a behavioural analyst and a strategic business consultant to both public and private sector organizations in Canada and the United States . He specializes in increasing organizational effectiveness using strategic direction and systems evaluation and has over twenty year’s experience, including successful negotiation of one of the largest employee benefits packages for London Life. Mr. Broderick has taught business management and human resources for the University of Guelph and is a speaker at major events such as HostEx 2005, one of the largest hospitality trade shows in North America . He has degrees in engineering, psychology and education.

When, Where How much?

Date not set

Suite 205, 223 Colonnade Road
South, Ottawa

$ 1350 (+ tax)

Register for a workshop

Online

By mail

The Centre for Excellence in Communications
Suite 214,
223 Colonnade Rd South
Ottawa, Ontario,
K2E 7K3

By email

registration@comcec.com

By telephone

(613) 233 2175

By fax

(613) 233 7617

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