Excelsior Learning

Negotiating Creative Solutions

Purpose:

This highly interactive, innovative, and energizing 1½ day negotiation skills training program is designed to significantly strengthen negotiation, creative-thinking, and problem-solving skills. This fast-paced non-conventional learning experience enables individuals and groups sometimes seen as adversarial and unaccustomed to partnering, to explore and use a robust creative-thinking approach for negotiating collaboratively. This program will give participants the knowledge, skills, practice, and confidence to become skilled negotiators.

Audience:

This program is designed for managers from marketing, operations, sales, supply chain management, and internal support teams who need to improve their negotiation performance with external and internal customers. Many organizations prefer to send a team to the program as this fosters a collaborative learning experience that jumpstarts an immediate application to their real-world negotiation interests, issues, and priorities.

Learning Objectives:

Upon the completion of Negotiating Creative Solutions, participants will...

Implement negotiation strategies and tactics to plan for and lead a creative-thinking negotiation process
Apply an innovative diagnostic negotiation framework to clarify the needs, interests, issues, and priorities of
all parties
Accelerate the use of creative-thinking methods, techniques, and tools to generate innovative options that produce value
for all parties
Identify the primary obstacles that prevent creative solutions, and map out tangible approaches to minimize or eliminate them
Sharpen creative-thinking, problem-solving, and influence skills
Improve versatility in order to better collaborate with people of opposite decision-making and problem-solving styles

Experience Description:

Negotiating Creative Solutions goes beyond traditional classroom negotiation skills training. During the program, participants plan for, negotiate, and debrief three highly challenging case-simulations. Within each negotiation, participants learn relevant and practical content, and apply the content using an inventory of innovative negotiation strategies, and creative-thinking tools and techniques. Additionally, special attention is given to the human element in negotiations, by learning how to negotiate with people that have different problem-solving and decision-making styles. The negotiation case simulations, creative-thinking exercises, techniques and tools, and facilitated discussions enable participants to encounter immediate learning, receive expert feedback, and to apply their learning to their current negotiation situations. The innovative learning methods are designed to produce an environment where participants can think creatively, negotiate, solve problems, and behave in a fresh, and highly productive manner. The following is the full program agenda..

Pre Work:

Participants complete the following before arriving at the program:

Creative-Thinking Assessment - to provide participants with an assessment of their creative-thinking skills
Negotiation Situation Diagnostic - to provide participants with a framework to analyze their negotiation issues, interests,
and priorities

Bursts of Fresh Squeezed Ideas

Day 1 a.m.

Program Introduction
Facilitator discuss the following: Purpose of the Program Learning Map Participant Expectations	Discussion
Life Jacket Communication Skills
Participants experience an engaging learning exercise to experience the communication skills of describing, proactive listening, paraphrasing, questioning, and summarizing. Facilitator leads a debrief and transfer of learning points. Facilitator discusses a full array of effective communication practices, and the barriers to effective communication.	Creative-Thinking Exercise Discussion Instruction
Using a Creative-Thinking Framework & Approach to Negotiations
Facilitator introduces an integrated creative-thinking approach to negotiations Participants identify and prioritize their high potential negotiations Facilitator introduces the subjects of: negotiation issues, interests, and priorities; BATNA, reservation point, aspiration point, and bargaining zone Participants read the first negotiation case simulation Participants strategize and prepare for the first negotiation case simulation Participants negotiate the first case simulation Facilitator leads a debrief of the negotiations and transfer of learning points Participants apply learning from negotiation case simulation to organization specific negotiations	Instruction Application Instruction Self Study Planning Negotiation Discussion Application

Day 1 p.m.

Lunch & Self Study
Facilitator introduces the second negotiation case simulation Participants read the second case simulation during lunch	Discussion Self-Study
Negotiating in Collaborative & Competitive Environments
Participants engage in a dynamic problem-solving challenge to jump-start the creative thinking juices Facilitator debriefs creative-thinking learning exercise and transfers learning points Facilitator introduces the subjects of trust, credibility, and relationships Facilitator segues and introduces creative approaches to grow and slice the negotiation pie including: structuring multiple, simultaneous alternatives; making tradeoffs; using linkage; adding to the range of issues; breaking down large issues to sub-issues; using contingency agreements; and conducting post-settlement settlements Participants strategize and prepare for the second negotiation case simulation Participants negotiate the second negotiation case simulation Facilitator leads a debrief of negotiations and transfer of learning points Participants apply learning from negotiation case simulation to organization specific negotiations	Discussion Application Discussion Self Study Planning Negotiation Discussion Application
Key Learning’s & Day 2 Preparation
Facilitator leads a discussion and participants provide feedback on key day one learning's Facilitator assigns the third negotiation case simulation and previews day two agenda	Discussion Instruction

Day 2 a.m.

Introduction of Day Two
Participants share learning and reflections from day one Facilitator discusses learning map for day two	Feedback Discussion
Negotiating Disputes
Participants engage in a magic carpet ride to experience the importance process, roles, and collaboration play in negotiations Facilitator debriefs the creative-thinking learning exercise and transfer of learning points Facilitator introduces the use of facts, interests, rights, and power in resolving disputes; and methods to establish a collaborative and positive tone to diffuse emotions and manage tension including; adapting to different problem-solving and decision-making styles; reciprocity and likeability; framing; and varying perceptions and interpretations of equity and fairness Participants strategize and prepare for the third negotiation case simulation Facilitator leads a debrief of negotiations and transfer of learning points Participants apply learning from negotiation case simulation to organization specific negotiations	Creative-Thinking Exerise Dicsussion Instruction Planning Negotiation Application
Closing Ceremony
Participants action plan and publicly commit to integrating their prioritized negotiation and creative- thinking skills back on the job Sponsor and facilitator close the program in an innovative fashion	Application Planning Remarks