Title: The Negotiation Game

Objective: To develop a program to train executives in negotiation skills.

Imagine that you are a partner of Brain Consulting, a consulting firm that offers programs to
develop the soft skills of negotiation in international executives. Your director assigned you the
project because he knows you took a course on the topic and is aware that this tendency has
revolutionized the negotiation discipline.

He tells you that the office received a request for 20 high level executives to be trained. They
will eventually be going to the Asia Pacific region and he asks you to design a custom-made
program for this specific profile. These executives will negotiate will their peers in the region, all
of whom have very aggressive negotiation profiles and are very susceptible and intolerant of
ideas that conflict with their interests. Their mastery of English is acceptable, but the
vocabulary of technical terms is different, and this lays the foundation for communication
barriers that would also include a cultural factor.

However, there is not usually pressure to achieve quick agreements, and there are
opportunities to reflect and prepare offers during several weeks at times, and sometimes even
months to arrive at agreements. Long term relationships of trust are what the companies value.

From distributive to integrative the future of negotiations

This program is intended to reach the top executives and assist in the development of new
important skills for the company. The integrative negotiation skill that consist in a long-term
relationship model that shares the principles of the WHO sustainable objectives for 2030.

We want participants that want to excel in this VUCA world with lots of experience but and
open mind to learn the new trends and styles of negotiation that are needed in this fast-moving
world. Sustainability needs a new approach of doing things that benefits and prefers long term
view contracts. For this there is a need of experts in negotiations that can stablished
trustworthy relationships that will bring amazing benefits for the company in medium and long
term.

The future is here and as an innovative company we can’t get behind. In this week you’ll be
able to experience negotiation dynamics with diverse groups from all over the world. These
challenges will be monitored by personal couches which are experts in the topic and will be
assisting in the negotiation and giving the correct feedback in order to get a fast learning
experience.

You’ll find many cases of though simulations that you’ll need to solve using an integrative
process. On the other hand, we will study in a fast way the principles of negotiation and how to
better structure one to get to the best results.

The seminar will include an emotional intelligence couching part that will allow to self-evaluated
your current status and then practice and work with practical exercises to develop a better
emotional intelligence as it’s a crucial part of being a good negotiator.
We will review the 5 types of negotiation styles; competing, accommodating, avoiding,
compromising and collaborative. Use examples of each one and see the benefits and
disadvantages of each one. We will review possible paths of combination of the styles and how
to reach our ultimate integrative goal from different starting points.

We will learn about different cultural styles and how to understand each one. As well as learn
terminology useful and international that will allow us to understand better and break
international barriers.

A structural framework of negotiation using perception, cognition and emotions will be talk
about and practice in quick activities.

Last but very important we will take a course on how to get to the implementation phase of the
negotiation as it’s a crucial part of it and is a requisite for a good negotiation in the new
company strategy.

It will be a challenging week but full of learnings and insights. It represents a huge opportunity
to take your negotiation skills to the next level and learn from experts from all over the world. A
year value of experience will be met in the week. Are you ready for the challenge?