| Day 1 |
| 9:00 am |
Welcome ...introductions |
| 9:15 am |
Course objectives |
| 9:30 am |
The First Role Play |
| 10:45 am |
Break |
| 11:00 am |
Team Debriefs
9 key measures to getting to yes
1. understanding interdependence
2. accidental messaging
3. making verified assumptions
4. differences in perception
5. building trust
6. avoiding escalation
7. developing cooperation without vulnerability
8. the constituency challenge
9. thinking long term |
| 12:00 pm |
Working Lunch |
| 1:00 pm |
Interest Based Negotiation
The Negotiators Handbook |
| 2:00 pm |
Sending and Receiving:
The Communications Theory
1. the SOCKO™ management system
2. the importance of good
listening
3. clear trust building
messaging |
| 3:15 pm |
Break |
| 3:30 pm |
The Second Role Play |
| 4:30 pm |
Team Debrief |
| 5:00 pm |
Homework and Adjournment |
|
| Day 2 |
| 9:00 am |
Thinking Through the Negotiations Process |
| 9:45 am |
The Third Role Play |
| 10:30 am |
Team Debrief |
| 11:00 am |
Break |
| 11:15 am |
The Diligent Negotiator |
| 12:00 pm |
Working Lunch and Video |
| 1:00 pm |
Special Challenges in Negotiations
dealing with difficult negotiators |
| 2:00 pm |
The Challenges of Reputation |
| 3:00 pm |
Break |
| 3:15 pm |
Humour - Double-edged Weapon
13 classic q & a pitfalls
How to ask effective questions and how to deliver effective answers |
| 4:00 pm |
Questions and Answers |
| 4:45 pm |
Summary and Wrap Up |
| 5:00 pm |
Adjournment |
|