Management and soft skills

The Purple Negotiator Outline ​

@ Introduction and approach to the training

@ Assessment (Questionnaire) to assess our negotiation competence

@ Story of the 2 persons and the dog #Brainstorming and Delphi technique#

@ Alternative methods of negotiation

@ Required skills for good negotiators (discussion)

@ Singled issue negotiation! (Distributive bargaining)

@ Approaches to negotiation (Description -Prescription- Prediction)

@ The conditional offer (If-then concept)

@ Styles of negotiators (brief orientation- will be revisited in detail)

                                   @ The 4- phased negotiation process

@ Phase 1: Prepare:

• Data (collection and analysis)
• Identify the items of negotiation (non-tradable &tradable items) /Interests, Issues & positions
• Valuation of tradable items
• Negotek@ format (planner)
• The 6 steps of preparation phase
• Benefits of the preparation phase

@Phase 2: Debate:

• Red-Blue game cards (shared activity)
• Objectives of debating among negotiators (Data, tone &possibility of agreement/moving            forward)
• Constructive (SAQSS) versus destructive arguments
• Focus on signaling

@Phase 3: Propose:

• The bridge to proposing
• The language of proposing (assertiveness level)
• How to make effective proposal?
• The 3 golden rules
• Common errors
• Examples with discussion
• Receiving proposal

 @Phase 4: Bargain:

• No room for ambiguity
• Linked trading
• Conclusion of the deal

@ How to negotiate salaries (shared discussion/ brainstorming sessions)

 @Styles of negotiators:

• The 2 main styles
• Why/how does a negotiator choose a specific style? (I must/ I want!)
• The prisoner’s dilemma with role plays
• The profit maximizing game – Let’s play cards!
• Red and blue negotiators
• Let’s mix between the 2 styles (The purple negotiator!)
• How to uncover the red negotiator?
• Tit-for-tat game (revisit cards game!)
• Dealing with the difficult negotiator
• The printed contract

 @Negotiation tricks/ploys (Streetwise manipulation form of negotiation):

• The aim of ploys
• Power and ploys
• The 3’types of ploys (Dominance, shaping& closing)
• Examples of each type
• How to identify ploys
• How to counteract

 @Power and personality in negotiation:

• The 2 variables
• The 4 personality types
• The solution for all those debates
• What is power
• The 5 Sources of power
• How do you measure the power in negotiation?
• The solution again!

@ Shading light on Rational bargaining:

BATNA                                                                                    @ Tom& Jerry! (Case study/ exam)                                                                     

John Nash theory- Noble’ prize (Beautiful mind movie -Russel Crow!)

The 6 biases you should avoid in negotiation

The 4 pieces of advice (Fisher and Ury’s prescriptions)