What you will be able to do
- Prepare a negotiation: interests, options and alternatives
- Conduct the discussion while protecting the relationship
- Handle difficult moments and deadlocks
- Run a dialogue with several stakeholders at once
Who it is for
- Managers who negotiate with partners, unions or suppliers
- Program officers who work with many stakeholders
- Advisers who prepare negotiations
Prerequisites
- None
Program
Preparing
- Positions and interests
- Your best alternative and theirs
- Mandate and room for manoeuvre
Negotiating
- Opening, exploring and proposing
- Creating options before dividing value
- Listening and reformulating
Difficult moments
- Pressure tactics and how to respond
- Deadlocks and ways out
- Emotions in the room
Many stakeholders
- Mapping interests across parties
- Designing a consultation or dialogue process
- Agreements that are implemented
How we work
- Negotiation simulations followed by a debriefing
- Preparation sheets for participants’ real negotiations
- A multi-party role play