MWI offers Customized On-site Negotiation Coaching and Consulting for divisions and groups within corporations, businesses and other organizations. Customized Negotiation Coaching is designed for small groups (3-10 people) who:

• Are preparing for an upcoming negotiation and are seeking to maximize their return
• Have participated in an MWI Negotiation Skill-Building Workshop and/or have familiarity and experience with the principles of collaborative negotiation

MWI’s Customized Negotiation Coaching and Consulting services are designed to help participants utilize the concepts introduced and practiced during our Negotiation Skill-Building Workshops and prepare for key upcoming negotiations.  Individual negotiators and teams will meet with an MWI consultant in person and by phone to:

• Design an overall strategy and approach for their upcoming negotiation
• Consider all angles of the negotiation, including that of the client/customer/negotiating counterpart
• Generate, analyze and evaluate options and ideas in the interest of establishing a mutually beneficial relationship and reaching a resolution that maximizes value for all parties
• Recognize areas for further research in an effort to prepare as thoroughly as possible
• Increase confidence and comfort with the negotiation process
• Think through potential road blocks, unanticipated responses, or otherwise difficult behavior from the other side and within your own team
   

COACHING AND CONSULTING METHODOLOGY

Following MWI's Negotiation Skill-Building Workshop, participants will have the opportunity, in a small group setting, to discuss the principles and concepts delivered in the larger workshop with an MWI instructor. The group will then introduce the context of the specific upcoming negotiation and will begin the 7 Element preparation process with the assistance of the MWI instructor. This framework is designed to assist negotiators in the planning stages of a negotiation. Participants can expect to utilize their industry expertise and will look to the instructor for assistance with the process and the framework  MWI will ensure the instructor chosen for your organization has relevant industry experience.

STRUCTURE OF CUSTOMIZED ON-SITE NEGOTIATION COACHING AND CONSULTING

Typical on-site coaching and consulting sessions vary from ¼ to two days in length.  MWI recommends instituting negotiation training and coaching 3-6 months prior to the actual negotiation. In this way, participants will have ample time to learn and practice the concepts as well as to utilize them to the best of their ability in an effort achieve maximum value for all parties. For a typical 3-month suggested timeline please see below. MWI is also capable of delivering shorter length initiatives to meet your organization’s needs.  MWI Negotiation Consultants are available in person and by phone as needed.

Recommended 3-month Negotiation Training and Coaching Timeline:

• Days 1 & 2:      Participation in MWI’s Negotiation Skill Building Workshop. Groups leave this Workshop and begin preparing for their upcoming negotiation utilizing the 7 Element framework and prep tool delivered in the Workshop.
   
• 3 Weeks post-training:       First MWI Coaching Session (1/4 – 1 day in length). An MWI instructor answers questions on the concepts introduced and practiced in the training. The group then runs through a 7 Element prep for their upcoming negotiation. The group is left with a list of research and other “to do’s” that will be beneficial as they prepare for the upcoming negotiation.
   
• 7 Weeks post-training:      Second MWI Coaching Session (1/4 – 1 day in length). The MWI instructor returns to help participants evaluate results of “to do’s” as well as finalize the preparation and strategy for the upcoming negotiation.
   
• 9-11 Weeks post-training:       Based on the work completed in the two sessions with the MWI instructor, participants can now begin preliminary discussions with their negotiating counterparts. Goals will be to establish a trusting relationship, set guidelines, determine issues for negotiation and communicate commitment capabilities.
   
• 12 Weeks post-training:       Conduct negotiation
   
• 2 Weeks post-negotiation:      Review negotiation (2.5 hours)  MWI Negotiation Consultants will work with you to systematically review your negotiation in an effort to identify what worked well and what might be done differently the next time you negotiate

A PARTIAL LISTING OF MWI'S NEGOTIATION COACHES AND CONSULTANTS

Dina Beach-Lynch
Moshe Cohen
Michael Dickstein
Charles Doran
Erica Fox
Alan Price
Don Thompson
Anthony Wanis St. John

Please contact Stephen Frenkel, Director of Negotiation Programs at 800-348-4888 x24 or sfrenkel@mwi.org to discuss how MWI can design a program based on your organization’s needs.  Reduced rates are available for non-profit and governmental organizations.

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