The Art of Negotiation: Getting More
Participants will learn and practice the “Getting More” negotiation model with Wharton Professor Stuart Diamond, one of the world’s leading experts on negotiation, Pulitzer Prize winner, and author of the bestselling book, "Getting More.”Dates + Registration
Who Should Attend?
This course is ideal for business professionals, across industries, at any level on their career path. The “Getting More” model will give anyone the ability to make better connections and create value in challenging situations, whether you are negotiating with staff, colleagues, vendors, customers, stakeholders, or in personal life.
Learn from Experience: Professor Diamond brings live case studies from his training/teaching of over 30,000 people in 50 countries in such diverse settings as Google, Microsoft, the US Military Special Operations Forces, the National Football League, and the UN. Diamond has also assisted with some of the world’s most high profile negotiations including the 2008 Hollywood Writers Strike, the Bhopal incident, and the Chernobyl incident.
Apply the highly acclaimed Getting More Negotiation Model to your specific pre-submitted negotiation challenge. Your challenge will be pre-reviewed by Professor Diamond and practiced during the course to enable you to solve your toughest negotiation challenge.
Learn how to assess negotiations based on the humanistic (vs. hard-bargaining) approach by articulating goals, understanding the opposition, embracing differences, dealing with human defense mechanisms. Understand how this approach differs and works vs. other commonly held beliefs/approaches.
Develop your negotiation: options, risk reduction, incentives, emotional payments, and “trading for lesser value”, related to both people and process.
Post-course Private Coaching Session: The course also includes one post-course private coaching session with Professor Diamond to refine your skills with negotiation challenge of your choice.
Participants will be able to:
- Gain a better ability to focus on and meet goals. Everyone says “goals,” but we show how to actually meet them
- Make commitments that stick by finding out how the other party makes commitments
- Uncover the perceptions of others and use them to create value
- Turn transactions into relationships; develop linkages
- Build more effective teams and consensus. An effective team is fair-minded to each member, something that happens too infrequently
- Deal more effectively with emotional and cultural issues
- Act faster in real time to quickly solve problems - this is a key success factor in this century
- Use differences and disagreements to add value instead of create conflict
- Think more strategically about negotiation. This is not a series of tricks or tactics; it’s a way of interacting with others that has lifetime benefits. You will see the forest and the trees
Click a heading to view the information
|DAY 1: 8:00 AM - 6:00 PM:|
|8:00 - 9:00||Registration, Breakfast and Networking|
|9:00 - 9:15||Introduction
What is negotiation? What are your goals?
|9:15 - 10:45||Case Study 1: The Ratings War
A baseline exercise to evaluate one's own negotiation skills
|10:45 - 11:00||Break|
|11:00 - 12:30||New Tools and Models|
|12:30 - 1:30||Lunch|
|1:30 - 2:30||Case Study 2: The Diva. How to add value.
Don't be deceived: this is a complex case. Dig in. Be creative!
|2:30 - 2:45||Break|
|2:45 - 3:45||Debrief Diva Case|
|3:45 - 5:00||Perceptions and Standards|
|5:00||Cocktail and Networking Event
|DAY 2: 8:00 AM - 5:30 PM:|
|8:00 - 8:45||Breakfast and Networking|
|8:45 - 9:00||Who negotiated since yesterday?|
|9:00 - 9:30||Case Study 3: Intro to Problem Solving
The problem solving model and the lessons learned from the negotiation of real problems will be combined as participants apply the tools learned to their real problems. This is an in-depth effort to address in a systematic way the actual negotiation problems submitted by participants.
|9:30 - 10:00||Set Up and Facts
Problem owners explain the facts to other team members
|10:00 - 10:45||Preparation
Each side of each team prepares to negotiate using the problem solving model. The problem owner, assisted by other people, prepares the role of the other side.
|10:45 - 11:00||Break|
|11:00 - 11:30||Negotiation
Teams of 5-6 people negotiate real problems using the problem solving model and staying in role.
|11:30 - 11:45||Talk Within Teams and Submit Results
Each team discusses what happened in the preparation and negotiation phases, and comes up with real goal, problem, solutions and other insights.
|11:45 - 12:30||Debrief Problem Solving|
|12:30 - 1:30||Lunch|
|1:30 - 1:45||Negotiation Clinic Set Up
This is a negotiation in front of the class in which a participant's problem is negotiated multiple times, with the instructor participating in the final negotiation. The goal is to give participants an intense experience on how negotiations can be conducted and to see mistakes and possibilities firsthand.
|1:45 - 2:45||Clinic 1|
|2:45 - 3:00||Break|
|3:00 - 4:00||Clinic 2|
|4:00 - 4:15||Break|
|4:15 - 5:15||Clinic 3|
|5:15 - 5:30||Wrap Up|
Included in the registration cost is a private coaching session with Stuart Diamond following the course. To continue reinforcing skills after the workshop, participants may choose to review their negotiation outcomes with Professor Susan Geib on an appointment basis. We further recommend reading workshop materials, and following through with personal follow-up plan established during the course.
Twenty question pre-workshop questionnaire that provides 2-3 current negotiation issues participants are experiencing and assesses the strengths and weaknesses in negotiation style.
"Getting More" by Stuart Diamond
Stuart Diamond - Harvard J.D., Wharton MBA, Wharton Professor, Pultizer Prize Winner, Best-Selling Author, and foremost expert on negotiation.
Professor Stuart Diamond is one of the world’s leading experts on negotiation. He has advised and trained executives and managers from 220 of the Fortune 500 companies and more than 125 of the Global 1000 companies. He has consulted to the U.N., the World Bank, as well as professionals, parents and disciplines of all types on getting more. He won a Pulitzer Prize at The New York Times, has a law degree from Harvard, an MBA from Wharton and has headed companies from technology to agriculture to medical services.
"Whether you’re negotiating with your 4 year old, your boss, your customer, or Congolese terrorists … the principles are the same."