Negotiation Skills for KTOs

09:00 - 09:15    Course introduction

09:15 - 10:45    Introduction to negotiations

This session introduces the concept of principled negotiation. This approach focuses on the interests of the parties and aims to achieve win-win deals. You shall also be provided with guidelines on how to prepare negotiations. Before starting a negotiation, it is essential to understand who the parties are in the negotiation.

10:45 - 11:15    Break

11:15 - 12:45    First negotiation role-play

This negotiation role-play is a two-party negotiation. It is designed to challenge both parties to negotiate and get to a win-win deal. Sharing information is key.

• Introduction and clarification on the role-play Negotiation role-play preparation

• Negotiation simulation

12:45 - 13:45    Lunch

13:45 - 14:30    First negotiation role play: debriefing

14:30 - 15:00    The negotiator’s dilemma

Real life negotiations include both cooperative and competitive elements. Negotiators face a dilemma in deciding when to pursue a cooperative and a competitive strategy. The session explores the tension between value-creating and value-claiming strategies and how to prepare to get more of what you want.

15:00 - 15:30    Break

15:30 - 16:00    The negotiator’s dilemma; continued

The session explains how to prepare for negotiation where value-creating and value-claiming strategies coexist and how to get more of what you want.

16:00 - 16:30    Introduction to the second negotiation role-play

Introduction to the case and how to prepare for it.

16:30 - 16:45    Wrap up

19:00 - 22:00    Networking dinner

Join participants of all the courses, the speakers and the ASTP staff team for a meal together in a local restaurant.

09:00 - 11:15    Second negotiation role play

The negotiation simulation is a two-party, multi-issue negotiation in which participants are scored on their performance in negotiating the substantive issues, and on the quality of the relationship established.

11:15 - 11:45    Break

11:45 - 12:30    Non-verbal communication

Your body says a lot about you. The goal of this session is to make you aware of what your body discloses about your feelings to the other party. You shall also receive an introduction on how to observe others in a negotiation and determine the meaning of non-verbal clues.

Elements of body-language reading will be illustrated using scenes recorded during the simulations.

12:30 - 13:30    Lunch

13:30 - 14:15    Second negotiation role play continued

14:15 - 15:00    Online negotiations

Commercial negotiations are made up of a series of discussions which include face-to-face meetings, media and technologies, including e-mails and video conferences. Choosing wisely among the different communication types require careful consideration of the advantages and disadvantages to each of them.

15:00 - 15:30    Online negotiations continued

Debriefing the e-mail negotiation

15:00 - 15:30    Break

16:00 - 16:45    Cultural aspects in negotiations

Negotiation with a company in your own country is not the same as negotiating with a company in USA or China. There are also cultural differences between European countries which need to be understood to be an effective negotiator. This session describes a few cultural dimensions that needs to be understood to effectively deal with international negotiations and provides some tricks to adjust your perceptions and actions to get better results.

16:45 - 17:00    Wrap up of the day

09:00 - 10:30    Power in negotiations

There are different sources of power in negotiations. This session will primarily discuss the different elements of power, then continue to describe the techniques and dirty tricks that are used to shape perception and associated psychological biases.

10:30 - 11:00    Break

11:00 - 11:30    Unblocking negotiations and moving beyond the negotiation table

In addition to unlocking value and using tactics at the negotiation table, negotiators need to master the third dimension of negotiation: “setting the table”. This is achieved by arranging the most promising negotiation situation and removing the barriers to an agreement.

11:30 - 12:30    Negotiation challenges you are facing

This session is devoted to the discussion of practical negotiation challenges or blockages faced by the participants.

12:30 - 12:45    Bringing it home: wrap-up

Attending a negotiation course is just one stop on a long journey to develop negotiation skills

12:45 - 13:45    Lunch