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Negotiation
Skills Training:
Sea-Change Partners offers a complete curriculum
of interactive courses that, together, comprise all
the skills you need to be a truly successful negotiator. |
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Interest-Based
Negotiation (1 - 2 days)
This foundation course, based on the ground-breaking approaches of the Harvard
Negotiation Project, is designed to enhance your skill as a negotiator and your
understanding of process in any negotiating situation, whether at work or at
home. You will learn essential tools and practical ideas that will improve your
results and make you more confident as a negotiator. |
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Communication
Tools for Negotiators
Communication is the means by which we negotiate. One of the most important
skills a negotiator can develop is the ability to communicate effectively for
expression and understanding. This course equips negotiators with practical tools
for turning debate into dialogue, for clarifying misunderstandings, and for overcoming
differences of opinion. Participants will also learn why understanding the other
side is often the key to influencing them. |
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Negotiation “Self-Defense” (1
- 2 days)
Have you ever felt “under attack” in
a negotiation? Negotiation Self-Defence is the
art of dealing skillfully with extremely difficult
negotiators and their tactics. Learn the tricks
used by the most challenging negotiators -- and
what to do when you have to face them. This course
includes simulated difficult negotiations with
professionals who are expert at using the tricks
and traps. Practice negotiating in the “hot
seat” so that when you have to face the real
thing; you’ll feel more confident, and you’ll
know what to do. |
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A
Strategic Approach to Persuasion (1 - 2 days)
Have you ever had trouble getting someone to make
the decision you want them to make? Have you ever
had to sell an idea to a group of people? If you
want to be effective, you need a strategic approach
to these situations. This course will help you
to improve your chances of getting a “yes” when
it counts. |
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Negotiating
Inside & Out: |
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Managing
Internal & External Negotiations (1 day)
Have your internal negotiations – those with your superiors, subordinates,
other departments, or other colleagues – ever made it harder for you to
negotiate with customers? Do you find it harder to negotiate with your family
members, boss, or your colleagues than with strangers? This course gives you
practical advice on how to manage such situations effectively. |
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Complex
Multi-Party Negotiations (1 – 2 days)
Whether you are negotiating a new project with multiple stakeholders, a trade
agreement, or an international treaty on climate change, this course will help
you to understand your negotiating environment and to be more effective in a
multiparty setting. |
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Hostage/Crisis
Negotiations (1 - 2 days)
Crisis situations place very specific demands on negotiators. Negotiating effectively
in a high-stakes crisis takes special training. Sea-Change professionals are
highly-experienced crisis negotiators who can help you negotiate more effectively
when the stakes are high and the pressure is on. |
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Expert
Negotiation Assistance:
Sea-Change Partners professionals act as advisors
and coaches to negotiators worldwide to improve bottom-line
return on negotiated outcomes via the following services: |
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Negotiation
Simulations: Practical Skills Enhancement
Simulations exist to allow people to experiment – that is, to try new things
in a learning environment where consequences are minimal. Participants can engage
each other – and our professionals – in simulated, role-play negotiations
in order to improve their habits, refine their skills, and design better strategies.
(Video-recording of simulations with professional feedback and coaching is available) |
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Coaching
for Difficult Situations
We all face difficult negotiation situations. Sea-Change
Partners professionals
will work with clients in order to prepare them for especially challenging negotiations
(in general and/or specific cases) and to achieve better-than-expected results. |
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A
Strategic Approach to Persuasion
Sea-Change professionals will help clients to
conduct systematic choice analysis in order to
develop more “yesable” propositions
for an upcoming negotiation. This may involve
applying choice analysis tools, conducting role-reversal
negotiations, and/or practicing communication
strategies before the real thing. |
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Systematic
Preparation for an Upcoming Negotiation
Sea-Change can help individuals and teams of
negotiators take the opportunity to prepare systematically
for a given negotiation – with professional
strategic assistance. Preparation will include
a structured approach, using a comprehensive
framework and scenario-based practice before
the real negotiation. |
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Conflict
Management & Relationship Management Strategies
Often the most challenging parts of negotiation
are coping with conflict and dealing with relationship
issues (such as emotion or personal history). Sea-Change
Partners experts are among the world’s most
experienced conflict managers. That experience
includes direct assistance to leaders and negotiators
in costly commercial disputes, civil wars, peace
processes, hostage situations, and other intense
conflicts – at the interpersonal and international
levels. |
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Facilitated
Brainstorming for Negotiated Solutions
Sea-Change helps clients to think of the best
possible substantive outcomes in a negotiation;
exploiting joint gains for maximum value, negotiating
appropriate trade-offs, or the brainstorming
of options and criteria to make them persuasive. |
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Negotiation
Process Design
The best negotiators are good “process thinkers” and
good process is often the key to a successful negotiation.
Sea-Change professionals work with our clients
as “negotiation architects” to improve
the processes our clients use when they negotiate. |
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Customized
Negotiation Scenario Development
With advance preparation, Sea-Change Partners professionals will work with a
client facing an important negotiation by simulating that specific, upcoming
negotiation and even hiring industry experts to play the role of the opposing
side in the negotiation. This is the equivalent of lawyers using mock trials
before actually going to court.
Customized Negotiation Scenario Development requires significant time and preparation,
background knowledge, and access to individuals who are best suited to play the
necessary roles on a case-by-case basis. But it is an exercise designed to deliver
maximum value where it counts most...the bottom line. |
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