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Negotiation is a fundamental tool to achieve what we need yet research shows that 80% of executives leave value on the negotiation table. Our integrated approach looks at negotiation beyond the traditional tactical view. We now understand that negotiation begins long before we seat at the table, and requires much more than an effective interaction. In consequence we look at its architecture from three complementary perspectives: The Context, where our aim is to increase our leverage by looking at how we can strategically change the context in which the negotiation takes place; The Drawing Board, where by means of a systematic analysis we look for ways in which we can increase the amount of value that the parties (us in particular) can derive from the negotiation; The Negotiation Table, where we design the tactical means by which we can maximize the amount of value to be captured, both by creating and claiming value.
Objectives
- to have a clear understanding and a systematic set of tools to prepare effectively for a negotiation
- to learn how to increase your negotiation leverage before you seat at the table
- to acquire a sophisticated practical framework to increase the value that you can take away from the negotiation
- to become familiar with the negotiation process, its phases and the necessary tactical tools that are useful in each phase
- to have a solid benchmark against which to measure the quality of your outcome in terms of a broader set of objectives
Points dealt with
Day one
- opening
- what paradigms do we hold?
- what does it mean to look at negotiation Systemically?
- the negotiation table
case 1: Competitive Negotiations: How to claim value effectively
- cognitive Biases
- framing effectively
- the effect of Anchors
- what is the main source of power in negotiation and how we can increase it?
- best Practices to claim value
case 2: Collaborative Negotiations: How to create value effectively.
- the negotiation process: Concentrate on the process not on the outcome.
- strengthening Relationships
- information Gathering: What information to share, what information not to share.
- what is a good outcome in negotiation?
- best Practices to create value
Day two
case 3: Multiple Issues-The Dilemma Between Creating and Claiming Value
- categories of Issues: Distributive, Integrative and Compatible
- deal Design
- why a point system in complex negotiations?
- MESOS: Multiple Equivalent Simultaneous Offers
- direct and Indirect Information Gathering
- the Value of differences
- more Best Practices to create and claim value
- the negotiation table + the drawing board
case 4: Disputes and Difficult Negotiations
- how is a dispute different from a transaction
- emotions and their role in negotiation
- Interest, Rights and Power based negotiations: Three Sources of Leverage
- dealing with Power approaches
- deal design in complex negotiations
- obstacles to dispute resolution
- teams and negotiation
Day three
case 5: Multilateral Negotiations-Bringing it all together
- pre-Negotiation-Changing the Context
- multiparty-Multi-issues Negotiations
- coalitions
- mapping stakeholders
- sequencing interactions
- sharing information
- enhancing Power
- the three perspectives brought together
- advanced Concepts (Time permitting)
case 6: Advanced Concepts
- video 1: Concepts Review
- the tension between creating and claiming value
- focusing on differences to create value
- the impact of culture in negotiation
- more on deal design
- advanced concepts
Pedagogical Method
group discussions, participative workshop, practical assignments
Audience
Executives that have to participate in complex negotiations with suppliers clients, labor representatives, strategic partners, non-market actors and communities, government and regulators in cross-border and cross-cultural deals, international treaties
Language
english
Teacher
Pablo Restrepo Saenz, President and Senior Consultant, Tandem Insourcing
Pablo RESTREPO SAENZ is an experienced consultant, professor and trainer in negotiation, mediation and conflict resolution with international experience both in the private and public sectors. At present Mr. Restrepo is the President of Tandem insourcing, a private consulting firm based in Colombia that specializes in Negotiation, Strategy and Leadership, and an Associate Consultant for Coleman & Raider International.
He was been, between 1998 and 2004, an associate instructor for ICCCR, Teachers College at Columbia University for their programme with the United Nations (in Denmark, The Hague, New York, Chile, Mexico, Geneva, Vienna, and Beirut), and has been a guest professor for the MBA programme at McGill University since 2001 in Montreal and Tokyo.
Mr. Restrepo has been involved in the field since 1991; he has trained and consulted for hundreds of corporations and organizations, he has worked in North, Central and South America, Asia, Europe, Africa and the Middle East.
He is also an associate undergraduate and graduate professor at Universidad de Los Andes in Colombia, and the director of their Programme on Negotiation and Conflict Resolution.
Duration
3 Days
Date
01-02-03/03/2010
9:00 a.m. - 5:30 p.m.
Place
CRP Henri Tudor - 29 avenue JFK - L-1855 Luxembourg
Price
EUR1,750 VAT excl.
Registration form Pdf file - 765 Kb