Content

The program is built around exercises in small teams where we will be analyzing, preparing for, and testing out the different aspects of negotiation. We will look at the basics of negotiating. What are the common mistakes? How to avoid them through self-awareness and thorough analysis and preparation?

Before the negotiations: Thorough preparation through a step by step analysis of the situation: What are possible outcomes? What is my desired outcome? What is the minimum acceptable? When do I walk away? But also, which behaviors will be most productive? How do I react to unexpected behaviors of the other party? How do I deal with emotional issues?

After each negotiation we review what happened, why it happened and how it can be done better in the future. We will mix the teams throughout the two days as much as possible so as to expose participants to different approaches.