MWI'S NEGOTIATION SKILLS WORKSHOP
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here to register for this course
Based
on principles developed at the Harvard Negotiation Project with Roger Fisher,
co-author of the bestseller
Getting To
Yes, MWI’s Negotiation Skills Workshop is
designed to build each
participant’s capacity to transform adversarial approaches to negotiation into problem-solving collaborations, producing better outcomes for all parties while enhancing long-term working relationships.
MWI’s Negotiation Skills Workshop is designed to:
-
Stimulate
participants’ awareness of the
complexities of negotiation
-
Equip
participants with a framework for
understanding, diagnosing and leading the negotiation process
-
Enhance
participants’ skills through
hands-on experience and feedback
-
Provide
participants with a process for continued
improvement and learning
Conceptual
Foundation of MWI’s Negotiation Skills Workshop
MWI's Negotiation Skills Workshop builds on the ideas and frameworks developed by Professor Roger Fisher and his colleagues at the Harvard Negotiation Project at Harvard Law School. Based on the best-selling book
Getting to Yes, this training workshop features the key elements of Fisher's model, widely known in the field as “principled negotiation,” which represents a landmark shift in how negotiation is understood and conducted. Fisher's ideas have been implemented throughout the world in all sectors of society, from intra-organizational conflict to public policy debates. For years, experienced practitioners have reported that training in principled negotiation has increased their confidence and competence.
WORKSHOP METHODOLOGY
Following the teaching model developed at the
Harvard Negotiation Project, MWI uses a hands-on, skill-based method of teaching
negotiation. Core concepts and frameworks are presented to participants in an
interactive style. Building on the presentations, participants will have
opportunities to apply the theory they have learned by negotiating case
simulations with other participants. Case simulations are drawn from teaching
materials developed and used by the Program on Negotiation at Harvard Law
School. After completing each case, instructors lead participants through a
systematic analysis of their negotiation. Emphasis is placed on bringing out the
experience and expertise of the group and organizing their ideas into a useful
set of guidelines for negotiating in the future.
The training workshop will focus on: using a
proven systematic framework to prepare, conduct and review negotiations;
participating in exercises designed to enhance and highlight particular skills;
watching demonstrations of newly acquired negotiation tools and techniques; and
debriefing exercises in small group discussions. Special emphasis will be placed
on applying negotiation theory to real-world scenarios challenging participants.
WHO SHOULD ATTEND
- Executives
- Managers
- Human Resources Professionals
- Business Consultants
- Mediators and other ADR Professionals
- Attorneys
- Educators
- Social Service Professionals
. . . and other professionals interested in
improving their ability to negotiate more effectively and build stronger,
longer-lasting relationships with clients, colleagues, suppliers, partners and
others.
PROGRAM OBJECTIVES
In this workshop, you will:
- Discover your current assumptions about negotiation and your approach to negotiating;
- Learn how to systematically prepare, conduct and review negotiations to produce better outcomes each time you negotiate;
- Learn how to discover the underlying interests in a negotiation and create mutually beneficial and durable solutions for all parties;
- Enhance your ability to communicate more effectively;
- Understand ways to build and strengthen important relationships over time;
- Learn how to deal effectively with difficult tactics, people and situations;
- Build your skills for negotiating more systematically and successfully over time.
PARTICIPANTS WILL RECEIVE
- Two full days of negotiation training;
- An interactive, hands-on, skill-building
approach;
- Case studies, role-plays and opportunities for
small group discussions;
- Tools for preparing for and reviewing
negotiations;
- Negotiation manual and accompanying resources;
- A low-risk and safe environment for learning;
- A Certificate of Completion
;- Lunch will be served each day of the program as well as morning and
afternoon refreshments; Participants are invited to attend a wine and
cheese reception at the end of the first day of training;
- CEU’s:
An
application is pending for 14 Category 1 Continuing Education Hours for
relicensure with NASW and 14 Category 1 Continuing Education Hours with MMCEP
for LMHCs.
TOPICS TO BE COVERED
MWI's Negotiation Skills Workshop enable participants to
improve skills by preparing, conducting and reviewing multiple simulated cases,
in addition to learning the theory of negotiation effectiveness. The
program focuses on the following areas:
- dealing
with difficult people and tactics
- building
long-term, strategic relationships
- communicating
effectively
- influencing
and persuading others
- managing
differences in perceptions
- managing
roles in multi-party negotiations
DATES / TIMES / LOCATION
TRAINERS
Charles Doran
Stephen Frenkel
Special guest speakers have included:
- Doug Stone and Shelia
Heen, co-authors of "Difficult Conversations"
- Daniel Shapiro, Associate Director of the Harvard
Negotiation Project and author of "Beyond Reason" with
Roger Fisher
- Melissa
Manwaring,
Director of Curriculum Development at the Program on Negotiation at Harvard
Law School
PRAISE FOR MWI'S NEGOTIATION SKILLS WORKSHOPS
"Trainers were poised, knowledgeable, catalytic and they genuinely seemed to
enjoy what they were doing and to enjoy the company of all of us. That’s a
treat!"
"This was an extremely powerful and far reaching workshop with its greatest
strength lying in the people involved in it."
"Great course - most practical training I’ve had in a long time."
REGISTRATION AND COST
The cost of the training is $725 per person (or
$675 if
registered a month in advance). Please call 800-348-4888 x22 or send an email to
mwi@mwi.org for a brochure and registration
form. Space is limited to 30 participants.
Register for this
course...
Please contact Stephen Frenkel, Director of Negotiation Programs at
800-348-4888 x24 or sfrenkel@mwi.org for
more information about MWI's Negotiation Programs and Services.
click here for MWI's Customized
On-Site Negotiation Skills Workshops
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