THE TRAINING
MUTUAL GAINS NEGOTIATING
A 3-day workshop or 2 days for graduates of "Essential Skills"
Introduction by David Bryson
"Much of the methodology presented in 'Essential Skills of Negotiation' is applicable whichever style of negotiation is being followed but, where a choice needs to be made, content reflects an approach that might be labelled 'positional bargaining'. This is the most common form of commercial negotiation and I believe that it is effective and appropriate for most commercial environments - when applied with skill of course.
The main alternative approach has been called 'principled negotiation' and 'win-win' but is now most commonly known as 'mutual gains'. It focuses on relationships and creating value. Whilst I do not buy in to the totality of this approach, I do believe that it is important for negotiators:
(a) to be familiar with all the elements of 'mutual gains' so that they can be applied selectively as appropriate
(b) to employ some elements consistently, because they represent excellent negotiation methodology
(c) to be familiar with the basic principles of the code so that the important issues of how best to negotiate in the context of a long-term and, perhaps, intimate commercial relationship, and of value maximization are given due weight
To this end, the 'Mutual Gains' module was created."
Objectives
This module is intended to be of practical application. Following the workshop, participants will be able to:
- Understand the pros and cons of "Positional bargaining" and "Mutual Gains"
- Negotiate effectively whilst enhancing long-term relationships
- Have a greater appreciation of the effects of their negotiating style on the relationship
- Develop alternatives to the potential deal that's about to be negotiated, thereby enhancing their own power and, potentially, discovering optimal solutions
- Seek out value-increasing opportunities before and during the negotiation process
- Understand the techniques that can be employed in negotiation to protect or enhance commercial relationships
- Identify opportunities for profit and relationship-enhancement once an agreement is up and running
Delivery
This programme is delivered over 3 days (2 days for "Essential Skills" graduates). Trainer-instruction is combined with syndicate work and simulations - negotiations between participants that are filmed and reviewed. Group size is normally between 4 and 8 people, though the workshop can be adapted for smaller and larger groups.
Please contact us for further information regarding our 'Mutual Gains Negotiating' workshop.
