Negotiation Training Philosophy and Approach

CONCEPTUAL FOUNDATION

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.

• Stimulate participants’ awareness of the complexities of, and their approaches to, negotiation;
• Equip participants with a framework for understanding, diagnosing and leading the interest-based negotiation process;
• Enhance participants’ skills through hands-on experience and feedback;
• Provide participants with ongoing tools, support and reinforcement, creating a process for continued improvement and learning over the course of at least one-year.

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.

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

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