Negotiation
Negotiation is a process where parties with conflicting interests engage in discussions to reach a mutually satisfactory agreement. It involves communication, compromise, and finding common ground. Negotiation aims to resolve differences, address concerns, and achieve desired outcomes through dialogue and understanding.
| Lesson | Topic | Description | Goals |
| Lesson 1 | Intro to Value | In this lesson we will learn about bringing value and how negotiation is needed to exchange value and with favourable terms. The lesson will also teach about emotion and how emotion is an intrinsic part of negotiation, a theme that will continue throughout the course. | Introduce the concepts of negotiation and position.PracticeOpening Position SpeechEstablishing common ground between the sides |
| Lesson 2 | Situations | Negotiation moves between short one off negotiations to long term negotiations with partners with whom we have a stable relationship. Understand both of these concepts, the differences and how to approach either one when negotiating. | Learn about different types of negotiation situations: work and the marketplace. Practice negotiation in short and multi-party negotiations. |
| Lesson 3 | Interests | Each side of a negotiation has an interest which can go beyond the given and take of items. Interests can be obstacles or opportunities. Understand the types of interests involved and use them to complete a negotiation. | Learn about the different interests involved in negotiation. Practice addressing the different interest types. |
| Lesson 4 | Reactions | How we react can make or break a deal. Understanding the different ways to react can greatly improve your position.Learn to take emotional reactions into account to avoid surprises and stay the course. | Learn to move between reaction, rejection and escalation. Learn how to weather surprises and respond. |
| Lesson 5 | Barriers to Cooperation | Barriers to a negotiation can come from the parties, people connected to the parties involved or outside variables. Understanding where the barrier comes from is the first step to moving past it. Get the other sides involved in removing the buried is a sure way towards a win-win. | Understand barriers that come from the person, from the organisation and external stakeholders. Practice an Opening Position Speech with barriers in mind. |
| Lesson 6 | Items of Unequal Value | There are three items of value in a negotiation, resources, time and flexibility. Each item can have a larger or smaller value depending on the situation. Understanding how to move between is important for any negotiation. | Identifying different positions in a negotiation. Working to equalise the playing field. |
| Lesson 7 | Negotiator Types | Learn about the Analyst, Accommodator and Assertive. Understand the strengths and weaknesses of each type. Learn to adapt your style to each negotiator. Learn about specifics of each negotiator type and their strengths and weaknesses and how to deal with them. | Learn about the 3 types of negotiators, Analysts, Appeasers and Assertives. |
| Lesson 8 | Leverage | Learn about positive leverage, negative leverage and normative leverage. Learn to use positive leverage when you have the advantage. Learn how to mitigate negative leverage. | Negotiation using different forms of leverage. Leverage in negotiation. |
| Lesson 9 | Relationships | There are four types of possible relationships in negotiation. One off, same team, bi-lateral, multilateral. Learn the differences. | Advanced understanding of relationships between different negotiators. |
| Lesson 10 | Summit Simulation | Practise the full range of negotiation disciplines and tactics in an in depth simulation. A focus will be given to the techniques learned in the most recent lessons. | Bringing it all together with steps to solve problems and resolve conflict. |
| Lesson 11 | Problem Solving Model | Problem Solving Model is a formal form of negotiation that treats obstacles to negotiation as problems to be solved individually. Learn the strengths and weaknesses of this model. | Learn the Problem Solving Model. Approach negotiation using this methodology. |
| Lesson 12 | Bartering | Focus on non monetary negotiation to see how the subtext of negotiation can work. | Understand non monetary items of value. Practice negotiation using these items. |
| Lesson 13 | Conflict Resolution | Negotiation simulated on the diplomatic level. Learn the tools of conflict resolution and understand how negotiation works with larger stakes on the international relations region. | Learn about negotiation on the international relations scale.Simulate negotiating using tools from Model United Nations. |
| Lesson 14 | Represent Yourself | Learn how to bring the best version of yourself to the table. This lesson is the first of a 3 part lesson to focus on presentation and management of self in the negotiation process. | Learn about best presentation practices.Practice an Opening Position speech applying these tools. |
| Lesson 15 | Make a Deal | Combine self-awareness and representation tools to open and get through the first stages of a negotiation. | Practice the opening stages of negotiation to make a deal. |
| Lesson 16 | Closing the Deal | Making a deal is far from closing a deal. This lesson will focus on the challenges to close a deal considering the different types of leverage. | Learn the specifics of closing a deal.Practice closing a deal. |
| Lesson 17 | Best Alternative Agreement | This lesson will focus on immovable objects. Best Alternative Agreement (BAA) is a useful tool when dealing with multi variable negotiations. Learn how to use BAA in various forms of negotiation. | Understand the thought process of best alternatives.Practice an Opening Position Speech BAA. |
| Lesson 18 | Liars and Contracts | Verbal negotiation gives more leeway for liars and dishonest practices. Contracts are the tool to clarify clear conditions. Understand the scale between the most open to the most closed of negotiation stakeholders and tools.Learn the specifics of contracts. | Learn signs that the other side is dishonest. Practice a contract negotiation with one side playing a dishonest actor. |
| Lesson 19 | Great Deals in History | This lesson will review two important negotiations: – The Compromise of 1790- The WarnerMedia Deal- The Chicago Teachers’ Strike We will review whether each negotiation is a successful negotiation or not and identify the good or bad moves performed by the stakeholders.. | Understand how the lessons learned throughout the course come into play during large scale historical negotiations and discussion |
| Lesson 20 | Protocol & Etiquette | Negotiations of teens have formats and recognized structures. Learn about the diplomatic summit, business boardroom and settlement court. Understand the protocols and norms of these settings. | Learn the rules of protocol and etiquette. Practice protocol and etiquette. |
| Lesson 21 | Pathos Ethos & Logos | How do we present our negotiation position for best understanding by people? Understand the different types of persuasive appeal and apply them to negotiation. | Learn about Pathos, Ethos and Logos. Use these to improve an Opening Position Speech. |
| Lesson 22 | Where Power Dwells | Some negotiations are very one sided as far as power dynamics. A startup pitching to an investor is one such example. Learn about where power is concentrated and how that impacts negotiations. | Learn about unequal power in negotiations. Practice negotiation in an unequal environment. |
| Lesson 23 | Negotiation Summary | Go over the key terms learned during the semester and the year. Prepare the opening position for the final lesson negotiation summit | Prepare for a Negotiation Summit. |
| Lesson 24 | Negotiation Summit | Practice negotiation using the tools learned during the entire year. Conclusion of program. Summary, feedback and closing words. | Final Negotiation Simulations.Conclusion of Program. |