Negotiate

for

 Mutual Gain

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Brookfield's
Motivational Factors for Adult Learning:

Participation in learning is Voluntary

Facilitation is Collaborative

Needs to be dynamic with much Activity

Should cause a spirit of Critical Reflection

The objective is self-directed and empowered people

"Give a man a fish and you feed him for a day. Teach him to fish and you feed him for life"

Negotiation Skills
Communication Skills
Meeting Skills
Team Simulation Exercises

Learning Objective:
To learn and practice the skills required to conduct negotiation sessions for any purpose, with the  objective of long-term mutually profitable relationships.

Target Audience:
General. Obvious applications: Business contracts, Employment contracts, Sales/Purchasing  contracts. New managers, or as a refresher for middle-senior managers.

Win-win negotiation:
Setting the rules, context and environment, planning for flexibility,  preparation, planned alternate strategies, looking for common needs, playing the 'if-then' game,  power tactics, finding durable solutions. 'Devil's advocate rehearsals'. Video-based case study.  Practical team role-play sessions.

Communication:
Mechanics of communication, verbal/written comparisons, body signals, filters &  screens, positive questioning techniques, real listening, restatement techniques, importance of  affinity & reality to shared understanding.

Meetings:
Running efficient meetings, agenda's, room set-up, maintaining control, encouraging  input, setting meeting objectives, developing action plans, recording agreements.
Practical exercises are sprinkled throughout.

Length: One or two full days (optional)
Format: Workgroup interactive
Maximum number Participants/facilitator: 15

© 1993-2004 Staff Training Associates Ltd
(Except where otherwise indicated)
Revised and updated 2004

Page updated 1st August 2004

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