Class Outline

8:30 a.m. to 8:45 a.m.

Workshop Overview

8:45 a.m. to 9:30 a.m.

Exercise: Negotiation
(Short one-on-one role play exploring basic negotiating principles)

9:30 a.m. to 10 a.m.

Negotiation Theory
(Lecture and discussion introducing the most important concepts underlying effective negotiation techniques )

10 a.m. to 10:15 a.m.

BREAK

10:15 a.m. to 10:45 a.m.

Introduction to Negotiation Style
(Discussion exploring the various negotiating styles and administer the negotiation style instrument, the Thomas-Kilmann Conflict Style Profile)

10:45 a.m. to 11:30 a.m.

Exercise:  Negotiation
(Short one-on-one negotiating role play exploring the effective concession patterns)

11:30 a.m. to 12:15 p.m.

Preparing Effectively for Negotiation
(Lecture and discussion introducing the key negotiation concepts and techniques that are essential in preparation for negotiation)

12:15 p.m. to 1:15 p.m.

LUNCH (to be provided)

1:15 p.m. to 2:30 p.m.

Exercise: Prepare Negotiation Role Play
(Participants prepare a negotiation in teams)

2:30 p.m. to 2:45 p.m.

BREAK

2:45 p.m. to 3:45 p.m.

Exercise: Negotiation Role Play
(One-on-one negotiating role play exploring advanced preparation and power techniques)

3:45 p.m. to 4:15 p.m.

Debrief Negotiation
(Instructors and participants analyze, critique and discuss the negotiation, with particular emphasis on the preparation process)

4:15 p.m. to 4:45 p.m.

Negotiation Ethics

4:45 p.m. to 5 p.m.

Wrap-up & Evaluations