0900-0930hrs - What is Negotiation? Learn to understand what a BATNA (best alternative to a negotiated agreement) and a ZOPA (zone of possible agreement) are. Learn the Harvard method of principled negotiation and how you can use it to overcome resistance to your position by bargaining over interests and needs.
0930-1030hrs - Harvard Law School: Orange Exercise Learn to create value in a negotiation, not just claim value in this dispute between two children over a piece of fruit. Learn about the other inherent tensions in a negotiation such as assertiveness v. empathy and principal v. agent.
1030-1045hrs - COFFEE BREAK
1045-1215hrs - Harvard Law School Simulation: Oil Pricing Learn to define what constitutes a “good outcome” in a negotiation over a vital commodity which drives our economy and the consequences that has in this simulation of trading crude oil. Is it “to win”, “to beat the other side", “to avoid losing” “to protect your reputation”, etc?
1215-1300hrs - Harvard Business School Video: Negotiating Corporate Change A dramatized negotiation involving a manager responsible for the installation and implementation of a new data base system and three other managers whose help the project manager needs, but over whom he has no formal authority. This 30-minute video presents through the dramatization, a broad scheme for thinking about and approaching internal negotiations, and covers concepts of issues, positions, and interests.
1300-1400hrs - LUNCH
1400-1500hrs - Harvard Law School Simulation: Sally Soprano Learn to move from a limited positional point of view to an interest- based outcome in which both parties can benefit in negotiating an employment contract between an Opera House and a Diva.
1500-1515hrs - COFFEE BREAK
1515-1545hrs - Thomas-Kilmann Conflict Mode Exercise Learn to recognise the different approaches to negotiation in this self-scoring test. Are you competitive, collaborative, an accommodator, an avoider or do you favour compromising?
1545hrs-1630hrs - Harvard Business School Case Study: Luna Pen Learn to identify these same five temperaments in other negotiators at the bargaining table and calculate your negotiating strategy accordingly in this simulation of a dispute between a woman representing a German manufacturing company and an Asian man whose company is their distributor in Taiwan. (Electronic Voting)
1630-1730hrs - Group discussion Sharing experiences. What common negotiation tactics did you encounter such as extreme demands, escalating demands, lock-in tactics, take-it-or leave-it, phoney facts, dubious intentions, personal attacks, threats? How did you handle them?
"Over the last five years Samuel Passow has presented a stimulating and rewarding 'negotiations experience' to the Kent MBA class, which is an inherent part of the curriculum. Students have found the sessions engaging, relevant, stimulating and rewarding. The negotiation workshop is perhaps the most appropriate intervention to any programme and particularly to the MBA."
Rajendra S. Shirole - Director of MBA Programs, University of Kent Business School (2008-2013), now Associate Dean and Professor of International Business at Hult International Business School, Cambridge, Massachusetts.