Section 1 – Negotiation Basics
Week 1: Introduction to Negotiation
Everyone negotiates every day, in personal and professional settings. Negotiations can be informal or informal. There are competing theories on the types of negotiation and the types of negotiators that are the most successful. Negotiations do not have to be limited to win-lose outcomes. We will examine some case scenarios and do some practice negotiations to explore options which would be alternatives to win-lose results. Often negotiators arrive with a predetermined idea of the solution. We will focus on what the “goal” is in the negotiation; knowing what you want. This initial session covers the basic frameworks of different types of negotiations and alternative dispute resolution and determining what is your goal.
Week 2: Negotiation Styles
In this session, we will interactively utilize style assessment tools to determine the different style of each participant. There is no style that is “better” than another but, knowing your own style is beneficial to maximizing your strengths. It is just as important to be able to identify the style(s) of the individuals on the other side. We will work on some hands-on exercises and practice negotiations to demonstrate the importance of style.
Section 2 – Negotiation Strategies
Week 3: Implicit Bias and Cultural Competence
Implicit bias is within all of us. We will examine, through assessments and other methods, our own implicit bias. The key to reducing the impact of implicit bias in a negotiation is to be aware of the bias. Awareness and knowledge and treating all with respect is required. Implicit bias can lead to an uncomfortable setting in a negotiation. We will practice appropriate ways to address incidents in our practice negotiations during class. Additionally, as we become a more global environment, we are interacting with individuals and with cultures that may be different from our own. Cultural awareness is critical to creating an environment conducive to a successful negotiation.
Week 4: Positions of Interest, BATNA, and Ethics
Parties need to develop positions of interest, which codify what each party seeks. Parties need to think creatively towards solutions but also need to know when to walk away from a negotiation. The BATNA is the Best Alternative To a Negotiated Agreement. In some situations, it may be more advisable to not reach an agreement but, often parties proceed with the agreement in spite of that fact. We will engage in practice negotiations in which at times there is a decision to continue or end the negotiation. Similarly, ethics permeate negotiations. We will explore the different theories of ethics and apply them to some in class practice negotiations.
Section 3 – Negotiations Skills
Week 5: Impasse, Techniques, and Black Swans
Practice makes perfect! The session introduces participants to negotiations through hands-on, practical role-plays that will improve confidence and skills in negotiating. Participants gain a broad intellectual understanding of negotiation concepts, principles, and theories that are supported by scientific research including, planning for negotiations, understanding the bargaining zone, and utilizing strategies for claiming and creating value. Different specific techniques and how to address when parties are at impasse. We will also explore the idea of Black Swans (hidden secrets of either side) and how to use them.
Week 6: Tentative Agreements, Drafting, and Enforcement
In the drafting of proposals, the language is sometimes new but, sometimes editing of exiting contract language. Tentative agreements are used when the parties agree in substance to an issue/issues. Those tentative agreements are sometimes on the back of napkins! Language in the final draft is important and can be too vague or too restrictive. We will review some case studies of language choices and when there needs to be some flexibility or not. So often when negotiations are occurring, the parties do not adequately consider the enforcement of the provisions. We will cover different types of enforcement methods to include in negotiations and wrap up with a final in class negotiation.