90 mins; 10:00 - 11:30

1. Role Play # 1 (Breakout Rooms)

Participants are given 15 minutes to prepare in groups The role play is then used as a common point of reference for the introduction of negotiation theory. Post-negotiation analysis therefore forms a critical component of this section whereby the class and instructor share insights and develop negotiation structure.

2. Negotiation Power

This section introduces one of the most important concepts in negotiation theory; how to generate negotiation power. In this section BATNA and other important principles are introduced and studied, using the role play as a common point of reference to build a reliable, repeat “3-step” negotiation framework.

90 mins; 11:45- 13:15

3. Dealing with Difficult and Unwilling Negotiators

In this section we explore the reasons behind the unwilling negotiators stance, recognise these tactics for what they may be, and develop a series of tools to help deal with such situations and help the principled negotiator claim their share of the value.

4. The Three Conversations of Difficult Negotiations

Understanding this underlying structure and being aware of the common mistakes we make when falling into each of these three conversation categories is the starting point for being able to maintain control in difficult negotiations.

90 mins; 14:15 - 15:45

5. Adopting the Learning Perspective

By applying principles which are designed to increase awareness of when the negotiation is going off track and information flow is breaking down, it is possible to retain a learning perspective throughout difficult negotiations thus benefiting from increased information flow from the client and a better understanding of how to construct an acceptable agreement.

6. Role Play # 2 (Preparation) (Breakout Rooms)

In this role play participants split into groups of three and role play a pre-prepared scenario where they are expected to utilise the skills from the course. Due to the added complexity of this role play, participants are given 30 minutes preparation time.

90 mins; 16:00 - 17:30

7. Role Play # 2 (Breakout Rooms)

Participant conduct the role play in their groups followed by instructor led analysis. Role Play outcomes are shared and referred back to the key learnings of the training.

8. How to Create and Utilise a Learning Conversation

Starting with the realisation that we cannot change other people, a structure is introduced that allows participants to develop the competencies necessary for identifying which difficult conversations in which to engage.

9. Dealing with Difficult Tactics

The final section of the training introduces the emotional and operational signs of deception and how to counter them. This invaluable final section uses the two role plays and case studies covered in class to build strategies for dealing with difficult tactics.