In this seminar participants are assumed to be experienced in various types of negotiations. However, it is very often the case, even with experienced professionals, that we fail to understand the essence of the negotiation problem, or at least its full extent, intricacies, and finer dilemmas. Such a failure most often leads to suboptimal results, even when the outcome appears to be, at first glance, positive.
We shall overcome some myths:
- that negotiations cannot be taught,
- that one is born a good negotiator,
- that one can only learn negotiations ‘in the streets’,
- that men are better negotiators than women, etc.
This seminar focuses on the foundations of negotiation and highlights the essence of the two main types of negotiations: the distributive negotiation and the integrative negotiation. It provides structure in a process that most approach intuitively. Intuition, of course, is a very valuable tool, especially for experienced professional. However, if left unchecked it often leads us astray; providing structure to a practice and understanding the underlying problem – the negotiation problem – in depth, guides our intuition towards better outcomes in practice.
We all practice negotiations, as early on as childhood, either individually or in teams or, even as representatives of organizations and nations. And we practice negotiations continuously in our professional or personal lives. The stakes and the conditions may vary, but the fundamental principles and the negotiation problem do not.