Contents of a typical coaching session
Part 1
- I. Negotiation is an iceberg.
- II. Our intuitions about behaviour in negotiations determine how we negotiate.
- III. Managing the tensions inherent in negotiation.
- IV. The concept of coopetition, which captures all the richness and complexity of a negotiation situation.
- V. The differentiated treatment of substance and relationship.
- VI. Two ways to learn how to negotiate: «in the field» or in the classroom.
- VII. The two meta-skills in negotiation: methodological mastery of the process and behavioural ease.
- VIII. The seven fundamental points of a negotiation situation.
Part 2
- I. Seek a credible alternative to bargaining.
- II. The guiding principles of principled negotiation.
- III. The toolkit of 7 preparation elements.
- IV. Integrative techniques for creating value at the negotiating table.
- V. Distributive techniques for optimising value distribution.
- VI. Emphasise objective criteria with strong legitimacy in order to resolve contentious issues.
- VII. Accurately gauge your bargaining power.
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SKILLS ACQUIRED
- Abandoning a simplistic and naïve view of negotiation
- Moving from intuitive to thoughtful negotiation practices
- Methodically analyse the negotiation process
- Negotiate rationally and confidently regardless of who you are dealing with or the situation.
- Resolving the tensions inherent in negotiation
- Transforming a clash of wills into joint problem solving
- Systematising the search for mutual gains
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