OBJECTIVES

• To master a comprehensive framework of negotiating which integrates important negotiating tactics

• To understand and to practice particular effective negotiating strategies

• To reach a better understanding of one's own negotiating style

• To understand and to practice the skills of chairmanship

Focus

General negotiating

Negotiating among professionals inside companies and between companies and institutions (contracts, responsibilities, differences of opinion). Interests of participants are different or even clearly opposed; simultaneously there are mutual dependencies.

There are also programmes available with a different focus, f.i. Sales & Procurement and Industrial relations.

We mostly work with one trainer on a group of about 8 participants; on many occasions groups may amount to 8-15 participants.

CONTENT

Basic dimensions of negotiating

• Obtaining tangible results
• Promoting a constructive climate
• Persuasion and authority
• Creativity and flexibility.
• Profiles of most effective combinations of specific tactics
• The handling of stress and emotions
• Stages in negotiation processes
• Functions of dead-lock
  the handling of dead-lock
• Personal negotiating styles
  effective & ineffective aspects of each style
• The psychology of negotiating
  negotiating as emotion-management
• Chairmanship & mediation
  structure of the process, important tactics
• Escalating factors
  interventions & solutions

Method

On these topics the most important techniques will be presented by means of lectures. By means of questionnaires and personal feed-back participants will develop their understanding. By means of exercises participants will develop their skills. Summaries of the most relevant points will consolidate their learnings. Practical skill training is the core of the workshop.

POSSIBLE DESIGNS

We have several designs available

• a crash course of one day
• a 2-day training
• courses that take 3–6 days, some evenings included

Most clients prefer the 2- or 3-day training; quite often a course of two modules of two days is desired. Groups count 8-15 participants. The crash course of one day may count up to 36 participants.

As an example we provide an outline of the 2-day training.

CONFERENCE MATERIALS

A folder will be supplied to all participants containing articles, following the outline of the conference. Next you will find three examples of conference materials, briefly summarized.

• The Negotiating Grid
  This article combines two basic aspects of negotiating into a grid which clarifies four personal negotiating styles

• analytical/aggresive
• flexible/aggresive
• ethical/persuasive
• flexible/compromising

For each style the main characteristics are given. Also clues are provided about how to negotiate when confronted with a particular style.

• A Profile of Effective Negotiating
  A model is described which provides negotiators with a keen understanding of the negotiating proces. It provides an overview of important negotiating techniques. Some particular effective strategies are described.

• Chairmanship at Negotiations
  Decision-making about the allocation of scarce resources, like budgets and responsibilities leads to negotiating among participants. This article provides a highly operational strategy and a checklist with procedural suggestions while presiding over this type of decision-making. The described skills are an effective tool in resolving disputes and in mediating between different interests.

On some occasions copies of one of the books on negotiating of Willem Mastenbroek are distributed among the participants.

Of all lectures and presentations summaries will be supplied to the participants during the conference.

PUBLICATIONS

	Negotiating as Emotion Management Outstanding features of 'Negotiating as Emotion Management', the latest book of Willem Mastenbroek on negotiating: Unique are the insights and practical suggestions to deal with emotions. Negotiating is seen as a mix of rational choice and emotional drives. An approach of negotiating which brings together win-win and win-lose tactics. Power games, manipulations, deadlock and stubborn constituencies are part of the game Practice and theory are integrated in a transparent framework which offers you a better grip on the whole negotiating process. Nobody is born a skilled negotiator. Mastenbroek takes you into a fascinating investigation of the historical development of negotiating skills. Price Euro 22,50 More information: www.hbp.net
	Conflict Management and Organization Development An expanded edition W.F.G. Mastenbroek 1993, John Wiley & Sons; ISBN 0 417 941417
	Negotiate W.F.G. Mastenbroek 1989; Basil Blackwell Inc.; ISBN 0 631 16348 4
	Upravlenie konphlictnyimi situatsiami razvitie organizatsii. W.F.G. Mastenbroek 1996; INFRA.M, Moscow; ISBN 0-471-94141-7
	Negocjowanie W.F.G. Mastenbroek 1996; Polish Scientific Publishers PWN; Warszawa; ISBN 83-01-11985-3
	Verhandeln W.F.G. Mastenbroek 1992; Gabler Verlag-Frankfurter Allgemeine Zeitung, ISBN 3-409-1953-4
	Penanganan Konflik dan pertumbuhan organisasi W.F.G. Mastenbroek 1986; Penberit Universitas Indonesia (UI-Press), ISBN 90 14 031718

On-line available:

Struggling with violence and fanaticism The development of negotiating skills Willem Mastenbroek

DIRECTORS

Willem Mastenbroek has been working as a consultant since 1970. He is a director and co-founder of Holland Consulting Group in Amsterdam.
Prof. dr Mastenbroek is professor of Organizational Culture and Communication at the department of economics of the Free University of Amsterdam.
He has authored several books, including Conflict Management and Organization Development (Wiley, 1993) and Negotiate (Basil Blackwell, 1989), which have been translated in several foreign languages. He is a specialist in the areas of communication and negotiation.

George van Houtem works as a management consultant, trainer and personal coach. He is director of the HCG negotiating Institute. He is an experienced negotiator who has proved his skills during multiple organizational change processes and price negotiations. He practised his skills in diverse organizational settings, amongst others in Human Resources Management, Legislation and Sales.