NICPRI Summer School 2012 (17th - 19th July)

Strategies and Tactics for a Successful Negotiation  - Estratégias e Tácticas para Negociar com Sucesso

"Let us never negotiate out of fear. But let us never fear to negotiate".
John F. Kennedy

Course aim: Granting competences in the negotiation field.

Course objectives:
To learn the basic concepts of the negotiation theory;
To identity the main negotiation strategies and tactics;
To properly plan a negotiation;
To learn how to negotiate successfully.

Methodology: Practical-theoretical sessions with individual and group work activities.

Total no. of hours: 14

Attendees: Professionals or students who intend to acquire and/or consolidate competences in this field.
NOTE: THE SUPPORTING MATERIAL (BIBLIOGRAPHY) WILL BE DISTRIBUTE DURING THE COURSE

Venue: University of Minho, Campus de Gualtar

Enrolment fees:
Non-students: 70€
Students: 50€

Enrolment period:
20th April to 10th July

Enrolment Process:
By bank transfer:
NIB: 0035 0171 0016 7322 6301 5
Or
CAIXA GERAL DE DEPOSITOS  
Bank code: 0171
NIB: 01711673226  
Control code: 30
Please, send an e-mail with the proof of payment of your bank transfer to
nicpri@eeg.uminho.pt or by fax to +351253601380 (c/o NICPRI).
You can also leave the proof of payment at the EEG, Campus de Gualtar, mailbox no. 2, ground floor.
 
If you wish to receive a receipt, you will need to provide us the following information:
1) Full name
2) Full address
3) Taxpayer number
The receipts will be available for delivery during the Summer School

From the 1st of June, no enrolment fees will be returned.
Programme

First day - 17th July

9.30 am Participants' reception and sign-in

10.00 – 11.15 am
Course presentation
Basic concepts of negotiation
Definition of a negotiation situation
Difference between position and interest
Point of resistance (PR), zone of agreement, BATNA
Creating value and dividing value
Exercise

11.15 – 11.30 am: coffee break

11.30 am – 1.00 pm
Distributive negotiation
Fundamental strategies:
identifying the PR of the other party
influencing the PR of the other party
Tactics
Evaluating the goal, PR and costs of ending the negotiation to the other party
Managing and changing the perceptions of the other party
Manipulating the effective cost of delaying or making the negotiation impracticable
Positions during negotiation
initial offers
initial concessions
final offers
Closing the deal
Offering alternatives
Considering the deal closed
Dividing the difference
Offers “with limited time”
“Sweeteners”

1.00 pm: Lunch break

2.30 – 4.00 pm
Distributive negotiation (cont.)
“Hardball” tactics
How to deal with “hardball” tactics
Exercise

Second day - 18th July

10.00 – 11.15 am
The integrative negotiation
Goals of the integrative negotiation
Creating value
Facilitating communication
Understanding the goals and needs of the other party
Emphasizing similarities and minimizing differences
Looking for solutions that satisfy all parties
Main steps of an integrative negotiation
Identifying the problem
Creating alternative solutions
Evaluating and selecting the alternative solutions
Knowing BATNA

11.15 – 11.30 am: coffee break

11.15 – 11.30 am
Integrative negotiation (cont.)
 Factors which facilitate integrative negotiation
The existence of a common objective
Trust in the ability of solving the problems of the parties
Belief in the validity of the other's position
Motivation to work together
Trust
Effective communication
 
1.00 pm: Lunch break

2.30 – 4.00 pm
Integrative negotiation (cont.)
the seven elements of negotiation
exercise

Third day – 19th July

10.00 – 11.15 am
Practical activities (Part I)

11.15 – 11.30 am: coffee break
Practical activities (Part II)
11.30 am - 1.00 pm

1.00 pm: Lunch break

2.30 pm: Exercise (Part III)

4.00 pm - Closing session
Delivery of the attendance certificates.

Bibilography:

Fisher, Roger, William Ury, and Bruce Patton. 1999. Getting to Yes – Negotiating an Agreement Without Giving In. 2nd ed. London: Random House Business Books.
Fisher, Roger, and Alan Sharp. 1999. Getting it Done: How to Lead When You’re Not in Charge. New York: Collins Business.
Fisher, Roger, and Daniel Shapiro. 2005. Beyond Reason: Using Emotions as You Negotiate. New York: Penguin Books.
Fisher, Roger, e Danny Ertel. 2008. Como conduzir uma Negociação – Livro de Exercícios. Alfragide: Lua de Papel.
Kremenyuk, Lewicki, Roy J., Bruce Barry, and David M. Saunders. 2007. Essentials of Negotiation. 4th ed. New York: McGraw-Hill (International Edition).
Lewicki, Roy J., David M. Saunders and Bruce Barry. 2010. 6th ed. Negotiation: Readings, Exercises and Cases. New York: McGraw-Hill (International Edition)
Stone, Douglas, Bruce Patton, and Sheila Heen. 2000. Difficult Conversations: How to Discuss What Matters Most. New York: Penguin Books.
Victor A., ed. 2002. International Negotiation: Analysis, Approaches, Issues. S. Francisco: Jossey-Bass.