Negotiating Skills Negotiating Skills This is a skills development programme based on the research done by the Harvard Negotiating Project, as published in their seminal book Getting to Yes. Negotiation is a complex and subtle process, and we need both a good conceptual framework and a set of skills in order to succeed in building agreements which will stick. Too often, egos get entangled in the issues, people attack others’ positions and dig into their own, assuming that they know the only right solution, and resorting to coercion or duplicity when they fail to get the other side to agree. This workshop gives participants the necessary understanding and skills not only to steer their own path through these risks, but also to lead their opposite number through them, in order to build wise agreements to which all parties are committed - because they have been forged to meet all parties’ interests and are therefore demonstrably the best agreements possible. The use of professionally trained actors with suitable business experience adds power, impact and learning to the workshop Moving Mountains This is a one-day introduction to the skills and strategies of both influencing and negotiating. It covers the same material as the two longer workshops in a faster and necessarily more superficial way, and with more limited time for skills practice. It is nonetheless very popular.
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