Great leaders negotiate based on principles. Rather than understanding negotiations as an opportunity to defeat an adversary, they work as a team together with their counterparts, to increase the value of the outcome for every stakeholder. They persuade, but within a framework of truthfulness, respect, and social responsibility, because their goal is not a short-term personal victory, but a long-term fruitful relationship that benefits everyone. In this workshop, we will emphasize the importance of continuously improving our negotiation skills, regardless of our area of expertise. In addition, we will introduce the principled negotiations model, increase our ability to identify opportunities for negotiation, and become more persuasive negotiators. Finally, the workshop will offer an opportunity to apply these concepts in practical simulations.
At the end of this workshop, participants will be able to:
- Describe the negotiation process and identify negotiation opportunities.
- Apply the principled negotiation model in practical simulations.
- Apply the techniques of ethical persuasion during the negotiation process.