01/08/2024
Join us for "ADAPTIVE NEGOTIATION SKILLS with Lee Jay Berman" a Live, In-Person Course on January 26, 2024 (9:00 - 4:30) at the Skirball Cultural Center in Los Angeles (Approved for 6.0 hours of California MCLE Credit).
Who Should Attend:
Mediators of all levels, judges, attorneys (litigators and transactional), claims professionals, risk, managers, and others who participate in mediations and negotiations.
Most people negotiate in a way that is consistent with their personalities. This fact bears out repeatedly in tests conducted by us over the past 20 years. Nice people approach negotiation in a collaborative way that makes everyone happy, and they often give away too much value. Competitive people negotiate in a way where they can feel as though they have won, and relationships suffer because nobody ever wants to do another deal with them, or they fail to reach a deal at all. These approaches can become predictable, making them vulnerable to exploitation.
When we have surveyed people who transact business with the public, they tell us that they spend somewhere between 50-80% of their time negotiating, whether externally with clients or managing internal matters. They also tell us that most have had, on average, fewer than 4 hours of negotiation skills training.
There is a science and a strategy to negotiation, whether negotiating deals, or settling disputes. This workshop will cover both distributive bargaining, for the competitive side of the negotiation, used to claim value effectively, and integrative bargaining, sometimes called interest-based negotiation, used to collaborate and build relationships. It is our belief that skilled negotiators must understand both methods of negotiation and practice before they can begin to develop the nuanced styles that allow them to blend these behaviors for maximum outcome.
Adaptive Negotiation is an approach for successful negotiations that comes from studying the theory and practice of both schools of negotiation, learning to understand the techniques and the tactics being used by others so as to adapt one’s negotiation style in a very mindful and strategic way in order to successfully reach both an advantageous result and build a stronger and sustainable relationship with the client, vendor, external partner, colleague or supervisor with whom one is negotiating.
The Adaptive Negotiation Skills Workshop is a lively, interactive 1-day program that studies negotiation theory and practice, game theory and negotiation ethics, and uses role-play simulations, case studies and high-energy, interactive lecture for maximum skill development. After experiencing the practical tools we share during this highly energetic program, seasoned business people will acknowledge having used tools like these, but never having completely understood the strategy behind them, and they will negotiate very differently going forward, crafting transactions in more creative, more responsive and more adaptive ways.
Participants will leave with a strong understanding of the different negotiation styles, having practiced employing each, and then having practiced the combination of the two. They will leave with greatly increased self-confidence as they approach their next real life negotiations. As an added advantage, participants will leave with a common language for the strategies being employed during a negotiation, which facilitates their communicating with each other about situations and strategies.
This course will cover:
Competitive Negotiations
Distributive Bargaining
Avoiding Exploitation
Simulation: "You've Got Mail"
Beyond Avoiding Exploitation
Opening Offers
Collaborative Negotiations
Positions v. Interests
Simulation: Banktec v. San Diego Federal
Creative Problem Solving
Managing Negotiation Styles
Defining Success
Learning Objectives:
At the conclusion of this program, participants will leave with a strong understanding of the different negotiation styles, have increased self-confidence in relation to real life negotiations, and a common language for the strategies being employed during a negotiation.
http://aiminst.com/lneg
