However effective or poorly effective a negotiator you are, this programme is meant to help you become a better negotiator.

There is no one “right” way to negotiate

There is probably no single “best” way to negotiate in all circumstances. However, it is possible to develop theory, guidelines, and practical tools to aid practitioners engaged in negotiations and joint problem solving.

There is value in working on process, independent of substance

We can benefit from taking time to focus on the negotiation process. This course aims to provide you with an opportunity to learn from the experiences of others, to experiment with new ideas in a safe environment, to become aware of what you do well, and to begin to develop new skills to complement those you already possess.

Learning by doing

It is hard to improve as a negotiator by simply talking about negotiation. This programme will include a mixture of presentations, interactive exercises, simulated negotiations, debriefing sessions, and small group consultation sessions on real negotiating challenges.

Participants will engage in a series of hands-on simulations set in domestic and international contexts.

Some of the exercises emphasize psychological aspects of bargaining, value creation and distribution, the importance of the element of trust, with a special focus on organised preparation and process analysis. The value of the programme will depend largely on group participation in exercises, negotiation simulations, discussions of those exercises, and group consultations. Cases may be used to present important negotiation and communication dynamics, as well as to provide useful opportunities to reflect on your own assumptions and actions.

Negotiation Dynamics will provide or help you build your ability to:

• Understand your own psychological biases while making judgments under uncertainty and risk
• Create value and execute deals that others might overlook
• Develop the strategic skill to garner your fair share of what is negotiated
• Avoid common mistakes made by negotiators
• Refine the perception to understand your own ethics and style, and that of others
• Work with people whose backgrounds, expectations, and values differ from your own
• Analyse negotiations at a more sophisticated level

Participants should finish the programme as more effective and reflective negotiators with the help of a conceptual framework to diagnose problems and promote agreement, both outside and inside their organisation.