Negotiating Winning Solutions

Negotiating Winning Solutions is structured in four parts:

Part 1: Pre-work Assignment

The pre-work assignment is designed to engage participants in the programme and features two parts:

• The Professional Negotiator
  Pre-reading on the personal skills and qualities needed to be a professional negotiator.

• Personal Analysis
  Based on the pre-reading participants complete a personal analysis of personal strengths and development areas.

Participants have the opportunity to review and use the outputs of the pre-work at the ‘Negotiating Winning Solutions’ workshop.

Part 2: Negotiating Winning Solutions Workshop

The workshop is a one-day event in which participants discover the skills and behaviours of the professional negotiator.

The workshop covers:

• Pre-work review
• Defining negotiation, how timing, desired outcomes and structure are combined to create a winning solution
• Stakeholder management in the negotiation process
• Managing people and pressure: managing the way stakeholders react to pressure in the negotiation process.
• The negotiation process. A proven methodology for planning, and implementing business negotiations to achieve winning solutions:

1. Establishing the ‘Field of Play’.
2. Planning and implementing negotiation tactics.
3. Negotiating a winning solution.

The workshop features a blended learning approach, featuring presentation, debate, role-play, syndicates, and case studies.

Case Studies

The case studies are a key part of the workshop. Created in the preparation stage, the case studies feature content based on your business.

The objective is to create an environment in which participants apply new learning to issues they face in their personal roles. Working in groups participants are challenged to plan and implement two role plays to test the learning:

• Field of Play: establishing the issues, positions and threats to a successful outcome for a business opportunity that has to be negotiated
• Implementing the Negotiation: utilising the negotiation tactics, skills and people management skills to achieve a winning solution.

Part 3: Activation

In the eight weeks following the workshop participants complete a personal project based on their individual roles. The project is structured and features a series of tasks, which act as a catalyst to help participants:

• Develop negotiation skills
• Test and activate the learning from the workshop in their personal roles
• Embed new practice and ideas as normal business activity.

Part 4: Return on Investment

A measurable return on investment is delivered at a coaching event following completion of the personal project. Individuals present their results to your key stakeholders and TLSA (optional). The event delivers three outputs:

1. Activation: ensuring participants activate the learning in their personal roles.
2. Evaluation: a clear view of how the programme impacts on business performance.
3. Return on Investment: measurable results that identify personal development and the impact on the business.