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Negotiation Techniques
The Harvard model for successful negotiation
developed by Professors Roger Fisher and William
Ury at the Harvard Business School has become
world-famous and has been used to effectively
conclude business deals, union disputes and hostage
situations.
Its focus on achieving long-term satisfaction
for all negotiating parties has become known as
the win-win approach. It offers an alternative
to the test of willpower to which many negotiations
are reduced. The resulting compromise often leaves
everyone displeased.
This workshop presents the Harvard Model and
uses role plays, including some proposed by the
participants themselves, to practice and deepen
an understanding of how to apply the concepts.
Topics include:
- The Harvard Model
- Effective negotiating language
- Your body language and first impressions
- Creating a climate of trust
- Handling stalemates
- Uncovering hidden agendas
- Countering dirty tricks
Typical workshop
length: 1-3 days
Usual number of participants:
6 to 14
Methods: In
addition to presentation of material, participants
will conduct and analyze their performance in
numerous short negotiations. In at least one,
a video recording will be made for analysis. Small
group work; video playback of a variety of negotiating
situations.
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