a.     Mode of delivery: Lecture, group discussions and video presentations (where available)

 

b.     Duration of talk: whole day (9am – 5pm)

 

“WIN, LOSE OR DRAW, LET’S TALK THINGS OUT!” – THE ART OF SUCCESSFUL NEGOTIATION" 

 

TIME

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9am

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1.1          What, when and why of negotiation. Lecture, Q & A session ,General  discussions

 

1.2          Assessing your ability to negotiate, Pre-assessment questionnaire, Gen discussions

 

1.3          Preparing for negotiation

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1..3.1      Principles of exchange 

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1.3.2       Identifying objectives 

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1.3.3       Being prepared

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1.3.4        Assessing the opposition (socio-cultural issues)

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1.3.5        Choosing the strategy – defining & assigning roles in a team (case study), Lecture & case study, Group   

 

                discussions

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                                                                               Tea/Coffee Break

 

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1.3.6        Using an agenda (example given), Agenda writing practice, Group work

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1.3.7        Creating the right atmosphere

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1.3.8        Seating arrangements 

 

1.4           Conducting a negotiation 

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1.4.1        Judging the mood 

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1.4.2         Making a proposal 

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1.4.3         Responding to a proposal

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1.4.4         Responding to ploys

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1.4.5         Understanding body language

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LUNCH BREAK

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1.4.6         Establishing positions

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1.4.7         Strengthening your position

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1.4.8        Weakening the other party’s 

                position

 

1.5           Negotiation

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1.5.1        Trading positions

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1.5.2        Choosing how to close

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1.5.3        Moving to a close

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1.5.4       Handling a breakdown

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1.5.5       When to use a mediator

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1.5.6       Arbitration

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1.5.7       Implementing decisions

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Tea/Coffee Break

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Video-presentation on negotiation

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Course summary and end of course Q and A  session

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Cert. presentation & workshop evaluation

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Closing address