Getting to Yes will show importance of avoiding premature commitment to negotiation and to explore ways to move in an orderly way toward closure, so that final decisions are made with an operational agreement in hand to review.
This negotiations training workshop helps viewers deepen and enrich understanding of the elements of negotiation, as the program suggests ways to put these ideas into practice, and to offers ways that participants can go about continuously improving their skills over time.
Getting to Yes: Workshop Format
Intended for anyone who negotiates important matters in an organization or as a professional, Getting To Yes: Negotiating Agreement Without Giving In is available in a full version, two hour workshop, or a 60-minute shortcut version. This program can be used for management team workshops, off-site formal executive development programs, and individual study.
Segment One: Interests
Introduce the concept of positions and interests and to explore ways to identify and talk about them in negotiation.
Segment Two: Options
Illustrate the importance of separating the process of inventing possible options for agreement from the process of deciding among those options, and to show how to brainstorm creative options that dovetail differing interests for mutual gain.
Segment Three: Standards
Viewers will learn how to explore how independent standards can help parties to reach an agreement when interests conflict without either side having to back down.
Segment Four: People
Learn how to minimize people problems in negotiation in order to deal effectively with them.
Segment Five: Alternatives (BATNA)
Explain the importance of exploring alternatives to agreement, estimating each side's BATNA - Best Alternative to a Negotiated Agreement, and improving yours.
A Prositions release