THE TRAINING
MUTUAL GAINS NEGOTIATING
A 2 or 3-day workshop
Introduction
"Mutual Gains" negotiating - sometimes called principled negotiation - is an approach that was first given disciplined form at Harvard in 1981 when Roger Fisher and William Ury wrote the book "Getting to Yes". The book has sold millions of copies worldwide and the methodology has been developed and added to since - mostly by Harvard academics. The approach emphasises the importance of relationships and it focuses on the opportunity for creating value through negotiation rather than just distributing it, on understanding the interests that lie behind positions that are taken in negotiation and on reaching a fair outcome that provides benefit to both sides.
Objectives
This workshop 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
- Appreciate the effect of their negotiating style on the relationship
- Develop alternatives to the potential deal that is about to be negotiated, thereby enhancing their own power and discovering optimal solutions
- Discover the interests that lie behind positions and understand the value of so doing
- Seek out value-creating opportunities
- Achieve solutions that provide mutual gains
Delivery
This workshop is delivered over 2 or 3 days. 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 participants though it can be adapted for smaller and larger groups.
Please contact us for further information regarding our 'Mutual Gains Negotiating' workshop.
