| Date: 20 & 21 April 2012 Trainer: Alain Lempereur Location: CIIM Building, Nicosia
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Overview
This 2-day workshop aims at deepening participants’ analytical and interpersonal skills in negotiation and conflict management, and make sure they do first things first in deal-making, as well as in dispute resolution. It is important for managers to better prepare contracts before action, and to organise effective internal consultations before reaching a final deal. They need to develop quality relationships and trust within their organisation, and with the other side, as a prerequisite; and maintain these relationships. They must address the negotiation process before problem-solving, and examine the different options, from litigation to alternative dispute resolution. In a meeting, in order to reduce uncertainty and risks, they have to communicate effectively, i.e. use the tools of active listening before active speaking, asking relevant questions before presenting persuasive arguments to their audiences. They also need to integrate all sides’ interests, and carefully process information exchange, develop package deals and create value with others, before managing prices, claiming value for themselves and maximizing their own profit margins. While diagnosing grievances, they must also learn to address emotional tensions and destabilisation situations before focussing on the issues at hand. In other words, participants will become more aware of how to better manage the negotiation fundamentals and lead in projects, contracts and disputes, and, through assessment tools, whether or not they should behave the same way, or differently in the future. The 4-session sequence of the workshop is based on the methods developed in First Things First. A Negotiation Method (Lempereur & Colson, 2008).
Objectives
By attending this programme, you will
- Develop a clear negotiation strategy for deals and disputes;
- Be provided with a preparation grid for meetings with internal or external partners for better consultation and decision-making;
- Overcome internal or external tensions; and barriers to effective negotiating;
- Do first things first in negotiation
- Increase profit margins in contracts, while minimising risks;
- Develop working relationship outside the organisation, with clients or suppliers, as well as inside the organisation, with team members, peers, and principals;
- Manage information disclosure and bargaining tactics;
- Master the skill of active listening;
- Measure success in negotiation.
Audience
This program is for Senior Managers who negotiate both inside and outside the organisation. Executives in key decision making roles who need to influence important constituencies (Internal and external customers, suppliers, the government and local authorities) as part of their responsibilities will benefit from the program.
Faculty: Alain Lempeurer
Prof. Lempereur is a Negotiation Professor at ESSEC Business School since 1995, where he is the director of the Institute for Research and Education on Negotiation in Europe (ESSEC IRENE). Graduating from Brussels University,he received, as a Fulbright Fellow, his Doctorate from Harvard Law School, where he has taught several years as a Visiting Professor, and a member of the Program on Negotiation. He produced several CD Roms, including New Trends in Negotiation Teaching and Towards a Dialogue between Conflict Theories and Practices, with Harvard PON. He organized conferences and training sessions on negotiation and conflict resolution for business people, government officials, lawyers,etc,. in 44 countries. He has developed negotiation seminars or done consulting missions for academic institutions, like ESSEC, the Universities of Paris II & V, Ecole Centrale, ENA, and ENPC, CIIM, as well as for international organizations, like the United Nations Institute for Training and Research, WHO, FAO, the European Commission, UNDP, and for corporations, like Alcatel‐Lucent, the BCG, EADS, France Telecom, McKinsey, Sanofi Pasteur, Scientific Atlanta, Shell, Vivendi, etc.
He also serves as a facilitator for expert meetings in conflict prevention, as well as for other private and public consultations around the world; he also established reconciliation programs in different countries.
Content
STRATEGY UNDER UNCERTAINTY
Simulation 1: International Pricing
- Defining objectives and moves
- Managing the mandate
- Evaluating outcomes step-by-step
- Experiencing basic concepts and tensions
Debriefing:
- Understanding step-by-step decision making
- Sharing experience on internal and external negotiations
- Anticipating compensations and building commitments
- Understanding the structure of bargaining
- Developing alternative perspectives to instinctive behaviors
- Analyzing tactics in deals and disputes
Three Key Negotiation Dimensions and Tensions
- Person: Empathy versus assertiveness
- Process: Principal versus agent
- Problem: Cooperation versus competition
PREPARING FOR NEGOTIATION
Simulation 2: The Contract
- Individual Preparation
- Bilateral Face-to-Face Meeting
- Reporting and Comparing Results
- Peer Assessment
Debriefing(1):
- Quantitative aspects: ZOPA, BATNA, anchoring, aspiration value, target, reservation value, offers and counter-offers;
Debriefing (2) : Themes for Discussion
- Qualitative aspects: interest-based negotiations, contractual terms and conditions, package deals, value-creating opportunities.
Ten Assets for Preparing and Measuring Success
- Person?
- Interpersonal relationship
- Mandate
- Stakeholders’ map
- Problem?
- Motivations
- Solutions at the table
- Solutions away from the table
- Justification criteria
- Process?
- Meeting structure
- Communication
- Logistics
MANAGING A NEGOTIATION PROCESS
SIMULATION 3: The Conflict
- Team Preparation and Mandate
- Bilateral Face-to-Face Dispute Resolution
- Peer Assessment
Debriefing: Themes for Discussion
- The Three-Moment Sequence
- Preparation, process and debriefing
- Advantages of structured preparation
- Organizing the agenda
- Identifying claims and counter-claims in session
- Maintaining or rebuilding long-term relationships
- Restructuring organizations and avoiding the recurrence of conflicts
Communicating Effectively
- Active listening
- Active speaking
- Psychological biases through eye-opening exercises
NEGOTIATION COMPLEXITY
SIMULATION 6: The Crisis on the Site
- Group Preparation
- General Meeting
- Group Assessment
Debriefing:
- Leading Internal Meetings
- Typical claims in the execution of contracts
- Claims information, evaluation and decision
- Dealing with subcontractors
- Preparing external meetings on claim negotiations
- Allocating roles and defining the mandate
- Leading External Meetings
- Dealing with complexity
- Managing the different objectives, methods and deliverables
- Modes of dealing with conflicts : dispute avoidance, accommodating, fighting, compromising and problem-solving
- Facilitating the process
Conflict Management: From Prevention to Resolution
- Dealing with an angry public
- The right reflexes in conflict
- Power, rights and interests in claim management
- Direct and facilitated negotiation
10 Key Principles for Going Forward
Fees and General Information
This seminar is approved and subsidized for the amount of €350 by the Human Resource Development Authority (HRDA). HRDA sponsors companies that satisfy their criteria.
The fees are €1350 per participant for companies eligible to HRDA subsidy and €1700 per participant without HRDA subsidy.
This individual session is part of the Executive Leadership Programme.
It is possible to attend this individual seminar should places be available.
Fees include tuition, educational materials, coffee breaks and meals.
Due to CIIMs non-profit status NO VAT is charged
