Managing Negotiations Value Creation

Seminar Outline:

Our Managing Negotiations Value Creation seminar is designed for the negotiator who must define the potential sources of value creation in an impending negotiation. During this intensive one-day class, participants will analyze five different cases that yield efficient trades over valuation, discount rates, expectations and risk tolerance. They will engage in a specific negotiation role-play designed for each of these situations in order to realistically evaluate human obstacles and interpersonal conflict; structural problems such as strategic behavior; and misaligned frames or poor management of the entire process. Participants will also learn how to apply the all-purpose strategy learned in their ON LINE pre-reading exercises to complex situations involving negotiating teams, multi-party negotiations and negotiators of varying skill levels. The extensive use of small group interaction and videotaped role-plays gives students real-time practice and immediate feedback to improve skills as they learn them.

Seminar Objectives:

Participants in the Managing Negotiations Value Creation seminar will learn to:

• Understand potential sources of value creation
• Overcome practical barriers to the achievement of value creation
• Learn to analyze five scenarios that yield value
• Apply the outcomes to particular work assignment negotiations
• Understand and implement in-depth skill based negotiations
• Determine the role of a repeatable negotiating process in reaching business objectives