Negotiation

This five day module is available at Mannheim School of Business, Germany

This module aims at improving participants' analytical and interpersonal skills in negotiation, and making sure they do first things first. It is important negotiators learn to prepare before action, and to debrief afterwards. They should improve working relationships within an organisation, and with the other side, before any other action. They need to negotiate process before substance. In a meeting, it is essential they communicate effectively, and use active listening before active speaking, asking relevant questions before presenting persuasive arguments to different audiences. They also need to create value with others, before claiming value for themselves; to deal with emotions before focusing on substantive problem-solving. In other words, participants will become more aware of how they behave in negotiation contexts, and whether or not they should behave the same way, or differently.

The module is aimed at:

Increasing participants' awareness about negotiation complexity
Making the participants better analysts of negotiation - theirs and others'
Enhancing participants' negotiation skills, broadening their repertoire
Dealing efficiently with tensions, differences, and conflicts
Improving working relationships, with subordinates, peers, and superiors
Learning how to really learn from experience.