Negotiation Coaching & Consulting

MWI offers customized negotiation coaching and consulting to individuals, divisions and groups within corporations, businesses and other organizations. Customized negotiation coaching is designed for small groups (1-10 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 MWI's Negotiation Skill-Building Workshops and prepare for key upcoming negotiations. Individual negotiators and teams will meet with an MWI consultant in person and/or 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.

For more information on MWI's Negotiation Philosophy and Approach, click here.

Sample Negotiation Coaches and Consultants - click on a picture or name below to read more
Chuck Doran	Paul Giragos	Audrey Lee	Monica Parker	Anthony Wanis

THE STRUCTURE OF NEGOTIATION COACHING AND CONSULTING

Typical coaching and consulting sessions vary from 1 hour to 2 days in length and can be held on-site or via phone/web conferencing. MWI recommends instituting negotiation training and coaching 1-2 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 2 month suggested timeline (incorporating both training and coaching) please see below. MWI is also capable of delivering shorter length initiatives to meet your organization's needs.

Recommended 2-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 Seven-Element framework and prep tool delivered in the Workshop.

• 2 Weeks post-training:   First MWI coaching session (2-hours – 1 day in length). An MWI instructor answers questions on the concepts introduced and practiced in the training. The group then runs through a Seven-Element prep session for their upcoming negotiation. The group is left with a list of research and other action items that will be beneficial as they prepare for the upcoming negotiation.

• 5 Weeks post-training:   Second MWI coaching session (2-hours – 1 day in length). The MWI instructor returns to help participants evaluate results of completed action items as well as finalize the preparation and strategy for the upcoming negotiation. MWI's instructors can also facilitate internal negotiations around roles and responsibilities, differences of opinion and, in general, help create a strong unified front.

• 7 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 and agenda for negotiation and communicate commitment capabilities.

• 8 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.

For more information about MWI's Negotiation Consulting and Coaching Services, please contact Chuck Doran at This e-mail address is being protected from spambots. You need JavaScript enabled to view it. or 800-348-4888 x22.