Event Overview As Developed By Professors Roger Fisher and William Ury at Harvard University Law School Program on Negotiations, this course is designed for Negotiators by Negotiators. It will teach students how to get the most out of internal meetings and external negotiations by using cooperative behavior and the mutual gains approach to negotiations. In addition, students will not only learn to use effective communications as strategic tools for increasing the effectiveness of business meetings, but will learn solid negotiation skills and tactics as well. All participants successfully completing this 5-day workshop will receive the Certificate of Completion from Colorado State University (USA). As one of America’s leading research universities, Colorado State University is committed to realizing its vision as a 21st century land-grant university. Last year, CSU awarded degrees to over 5,000 graduates, attracted more than $220 million in research funding and contributed to the advances in science, technology and learning; and community enrichment via the arts, humanities and the intellectual richness of a great research university.

Download PDF Brochure May 06-10, 2007, Dubai Event Overview Who Should Attend Benefits of Attending Seminar Outline About the Seminar Leader Venue and Pricing Register

Who Should Attend

• Senior executives and managers charged with planning and achieving organizational vision
• HR managers responsible for motivating individuals and groups
• Team leaders and technical project managers responsible for achieving project goals
• Corporate planners who bring together diverse talent to achieve common gains

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Learn methodologies to improve group cooperation, synergetic behavior and improved meeting results;

Improve your negotiating skills through the mutual gains concept of negotiation and the proven negotiation principals of the Program on Negotiation as taught by;

• Harvard University School of Law
• The Massachusetts Institute of Technology
• Tufts University
• Colorado State University

Course Topics Include;

• Negotiations as a concept in every day life
• Mutual gains theory of cooperative behavior
• Elements of negotiation
• Types of negotiations/negotiators
• The role of a negotiator in meetings and within the corporate structure
• Practical negotiation exercises
• Measuring success and failure
• Strategies and rules for successful negotiations and games people play
• Difficult people and how to work with them

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I. Introduction

• Goals and purpose of course

Increase awareness and understanding of negotiation as a strategic tool for your business

Tools and rules for negotiations

Enhancement of negotiation skills you already have both personally and professionally

• Structure

Lecture, individual and group problems

Active participation

Application of tools to a personal negotiation

• Other business

Facilities, breaks, lunch etc

Credits – Harvard & Roger Fisher, William Ury and Bruce Patton

• Introduction of participants
  

II. Negotiations

• Everyday uses

Why do we need to understand it and be better at it?

• What it is and isn’t – Art, Science, Mediation or Compromise?

It is NOT:

Mediation/arbitration: a mechanisms for settlement - between conflicting parties to provide reconciliation

Compromise: a mechanism for reaching settlement usually in some middle ground - a settlement of differences by mutual agreement, often by splitting issues in half

It IS:

Negotiation: an active process - the capability to deal with some matter that requires ability for its successful handling

“To discuss with a view to reaching agreement”

For our purposes, its goals include:

To get what you want and need

To allow others to substantially get what they need

To have the opportunity to see options and alternatives

To establish a relationship for current & future dealings

To reach a solid agreement

• Negotiation Exercise #1 -

Rules and procedures

Review

• Four Starting Points
  

1. Preparation

2. Defining the issues (Interests of the Parties)

What is the negotiation about?

3. Who are the interested parties?

Knowing who is involved and who might be effected

4. Avoid “positional bargaining”

Removes essential elements needed to achieve a productive result
Limited options and alternatives

Active defense not proactive offense

Immediate challenge to other side

Limits mutual interests

Try removing the term “position” from your vocabulary for the next 2 days

• Seven Elements of a Negotiation
  

Review some of the “elements” from homework that students think should be in any negotiation. List & then go though yours.

1. GOALS -What you want

Key words or phrases:

What we need is…

The contract calls for…

We require….

2. ALTERNATIVES – a choice between 2 or more things, only one of which may be chosen

Key words or phrases:

Our back-up plan is …

What happens if we can’t…

Our competitor will….

3. OPTIONS - the freedom to look at a variety of potential choices. (It differs from an alternative in that it is used to further an existing negotiation by looking at all of the different ways to do the deal.)

Key words or phrases:

Another way we might look at this is…

What if we…

Why don't we add (subtract) …

4. OBJECTIVE CRITERIA – data or information usually from third parties or non-biased scientific observation which may serve to support points in a negotiation

Key words or phrases:

Our information indicates…

This report shows…

These statistics will show…

5. COMMUNICATION – the art of being understood correctly

Key words or phrases:

Correct me if I am wrong…

I understand you to say…

It sounds to me like you…

6. RELATIONSHIPS– establishing an ongoing dialog based upon mutual respect and understanding

Key words or phrases:

As we work together in the future, I feel that we need...

How would you feel about…

How can we jointly…

7. AGREEMENT– mutual understanding and concurrence of terms -

Key words or phrases:

Lets review our understanding…

I agree to…

We have a deal….

• Negotiation Exercise #2 

Elements Checklist

Rules, procedures & case review

Negotiation

Review

• Types of Negotiations/ Negotiators – Which are you? Homework assignment: Ask a few to describe themselves

Hard/Soft Negotiation Choice Exercise

• Your standard approach to parts of a negotiation
  

An alternative type – OPTIMIZER (Fisher calls it Principled)

Effect of 3 negotiation types - (use of the elements)

• Hard - Positional - Partisan
  

Goals - yours only; your position - your victory

Alternatives - leave few for them; negotiate as close to their bottom line as possible

Options - overstate what you want & give things up with reluctance

Objective Criteria - your logic/information is reasonable; theirs is unreasonable

Communication - argue/defend your position; negate theirs

Relationships - the relationship exists only so long as they agree with you; participants are adversaries; concessions are a condition of the relationship

Agreement - agreed points are not subject to change; one sided gains as price of agreement

• Soft -Conciliatory - Passive
  

Goals - agreement

Alternatives - few for yourself; accept losses to reach agreement

Options - few; ready concession

Objective Criteria - acceptance of their criteria; ignore your criteria for the relationship

Communication - you agree with them

Relationships - preservation of the relationship is key

Agreement - the single most important item

• Optimizer
  

Goals - yours and theirs are important; good outcome for both

Alternatives - yours are realistic; try and learn theirs

Options - invent options for both; interests and not positions

Objective Criteria - present facts; listen to theirs; insist on objective criteria

Communication - listen and confirm what is said

Relationships - preservation of the relationship is important AND separate the relationship from the issues; be independent of trust

Agreement - meets your current and ongoing needs and substantially meets theirs; yield to principle, not pressure

• Roles of a Negotiator – Is there a “best” role?

Facilitator

Problem solver

Closer

Attacker/defender

Sportsman (may see negotiation as a game)

Opportunist

Closer

Mediator

Advisor

Friend

• Success - How do we measure it?

By what we get?

By what they lose?

Use of the elements:

• Have your goals been met?

• Are the results better than your alternatives?

• Have you reviewed all options available?

• Have you used sound objective criteria?

• Have the parties communicated their issues and understandings well?

• Has a relationship been established/maintained and/or improved?

• Did you reach agreement?
  
  

• Failure

You will not always win

Is the inability to reach an agreement “failure”?

When to say “no”

When to walk away -

• Negotiation Exercise #3

Elements checklist

Rules & case review

Discussion

• Some Universal Rules of Play

Ask for all that you can reasonably and plausibly justify

Respect is critical

Expressions of feelings are OK

Be patient

Listen

Be prepared

Be flexible

• Games People Play

Recognize:

• Bait & switch

• Good guy/bad guy

• No authority

• Friendship appeal

• Help me

• Time crunch

• Dummy

• Crazy

• Strongman - leader/follower

Call the game

Play your own

• Difficult People

Recognize:

• Slippery no decision types

• Agreement without commitment

• Aggressive tough guys

• Nit-pickers

• Liars, brigands and thieves

Call the type –

• Negotiations Exercise #4

Results

Elements

What worked? What didn’t?

• Challenges to International Negotiations

Unfamiliar Places

Language and Culture

Politics and Law

Risk

Flexibility

Agreement on a contact person

• Internal Negotiations

Determining what disciplines are involved

Agreement on a contact person

Use of the elements

Understand what you wish to achieve

Seek an alternative

Develop a range of options

Determine what is not acceptable, what is and why

Keep people informed and explain requests in context with others

Remember that you are on the same team

Seek concurrence

III. Putting it all together

Questions and answers

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Course Facilitator - Mr. Daniel Reid

Dan is an International Negotiator and Consultant with over 30 years of experience in Commercial Negotiations, Legal Services, Corporate Relations and Business Development.

He has taught negotiation techniques in the Middle East, UK, Latin America and the US (including Colorado State University) to various energy, communications and high tech companies and has managed asset issues in UK for Gulf Canada Resources Limited subsequent to purchase of Clyde Petroleum including on-site negotiations, mediation of contract issues and security in Albania, Algeria, Argentina, Falkland Islands, Ivory Coast, Libya, Mongolia, North Sea, Romania, Syria and Yemen.

Dan has managed complete due diligence for purchase of Ranger Oil USA properties in 1987 and negotiated the subsequent final Purchase and Sale Agreement for sale of all Ampolex properties to Mobil in April of 1997.

Dan was the Lead negotiator in the formation of a strategic joint venture and study group to evaluate pipeline construction and gas marketing opportunities from northern Argentina into southern Brazil. He also has negotiated and closed various strategic joint ventures in Wyoming, Utah, New Mexico, North Dakota, California, Colorado, Texas and Louisiana.

Dan has an MBA from Colorado State University and has completed ongoing educational opportunities such as the Negotiations Project at Harvard University, language schools and various land/legal courses.

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Venue: Crowne Plaza, Dubai, UAE

Fees: USD 3300/- per delegate

Early Bird Discounts:

Register for USD 3100/- on or before April 06, 2007 and get USD 200 OFF!

Register for USD 2900/- on or before March 06, 2007 and get USD 400 OFF!

Group Discounts:

Register 3 delegates from your organization and the Fourth goes FREE!

In-house Option:

This course can also be delivered as In-house / On-site option. Please contact us if you have a group of employees to be trained at a location of your choice.

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