Course contents:

The Negotiation Workshop is an immersive course designed for high-performing professionals seeking to enhance their negotiation skills. This intensive program aims to introduce participants to the theory and practice of negotiation. Negotiation skills are essential in a professional setting and also prove valuable in personal life. Whether seeking agreement or resolving conflicts, effective negotiation abilities contribute to achieving successful outcomes, fostering productive relationships, and establishing efficient institutions. Throughout the course, participants will refine their practical and conceptual understanding of negotiation and develop and hone their negotiation skills.
 

Course Objectives:

1. Familiarize participants with a conceptual framework for analyzing, preparing, and conducting negotiations.
2. Increase self-awareness of strengths and weaknesses as negotiators and develop new skills.
3. Train and develop negotiation skills and knowledge through exercises, simulations, and discussions, bridging the gap between theory and practice.

 
Course Content:

Module 1: Introduction, Negotiation Skills, and Key Concepts in Negotiation Analysis.
Course introduction
Interactive exercise: "Maximizing Mutual Gains"
Unveiling the seven keys to effective negotiations
 
Module 2: Creating and Distributing Value.
Introduction to value creation and distribution
Analyzing interests, defining the bargaining zone, and establishing criteria
Engaging in a negotiation simulation to apply learned concepts
 
Module 3: Challenges: Dealing with Difficult Tactics.
Exploring the intricacies of difficult negotiation tactics
Developing strategies and counter-tactics
Summarizing key learnings and mapping the way forward

Course Format:
Full attendance is required to ensure maximum benefit from the interactive nature of the workshop, including exercises and role plays with fellow participants. Participants will assume designated roles and receive confidential instructions for simulated negotiations (role plays) to be completed. An emphasis will be placed on adequate preparation and maintaining the authenticity of the roles while following the provided instructions. Plenary sessions will be held for debriefing exercises, allowing participants to share their insights and enhance the learning experience. Please note that all course materials used during the workshop are copyrighted and should not be duplicated or distributed.
 

Target group:

Lawyers and others who want to become even better negotiators.

Material:

Participants can access the course presentation and other relevant materials via the JUC online materials portal a few days before the course date.