The Art of Negotiation

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1 A R T O F N E G O T I A T I O N G R O W S M A R T E R CorpU Academy courses bring you leadership development programs from the world s most renowned universities and prominent faculty to solve your critical business challenges in a cloud-based virtual learning community. The Art of Negotiation Virtual Course for Business corpu.com AON413

2 The Art of Negotiation Challenge Negotiation is one of the most important professional competencies. In fact, research shows that organizations with strong negotiation capabilities consistently deliver more revenue, higher profits and greater shareholder return. In volatile and changing times, organizations miss a critical opportunity when they do not regard negotiation as a core process and fail to build their capacity to negotiate. The Art of Negotiation How do you develop the right negotiation capabilities to build lasting relationships, gain a strategic and competitive edge and improve bottom-line results? WE HAVE A SOLUTION The Art of Negotiation program is a three-course CorpU Academy program powered by CorpU s collaborative technology. It is designed to improve negotiation outcomes, give you a strategic and competitive edge and maximize potential for increased business results. Creating Mastery through Virtual Collaborative Learning At CorpU, we re challenging the traditional online learning experience and changing the way organizations develop people. Our innovative cloud-based social learning platform delivers worldrenowned faculty from top universities to achieve learning excellence in a way that s never been done before. Our cutting-edge technology provides an amazing online experience, empowering you to reach more people, create better leaders and drive breakthrough results all at a fraction of the cost of residential programs. Our Virtual Learning Communities connect people to solve complex problems, share research and knowledge, teach and learn, and stay highly engaged long after the course has ended. Partnering for Success The Art of Negotiation CorpU has partnered with the Consensus Building Institute to build a Program based on 30 years of research and the best-selling book, Built to Win. It is a tailored solution designed to improve individual, team and organizational capabilities in negotiation that will: Align learning directly to business metrics Drive behavior changes over the long term Reach diverse and dispersed audiences through technology Adapt to your business and market changes Featuring Three 5-week Guided Learning Journeys Online collaborative forums Weekly live virtual classes Interactive practice sessions 24/7 online access to experts, moderators and peers minutes of course work per business day The Program In partnership with the Consensus Building Institute (CBI), based on research at Harvard Law School and the book, Built to Win, and directed by renowned experts and co-authors, Larry Susskind and Hal Movius, this three-course program brings the knowledge and insights of world-class faculty to your organization. The Art of Negotiation Program is designed to: Create a common language for discussing, preparing, coaching and following through on negotiations Improve your organization's capabilities in negotiation and delivering sustainable results Realize improvements in revenue, productivity, service and partnerships Who should attend This program is designed to provide invaluable skills and techniques to individuals or teams who negotiate or bargain with customers, colleagues, partners and suppliers in any aspect of their work. It is particularly beneficial for: Executives Change initiative leaders Senior leaders Mid-level and team leaders Project managers About the Experts Lawrence Susskind, Ph.D. Harvard Law School, a founder and director of the Program on Negotiation Professor, MIT Founder, Consensus Building Institute Hal Movius, Ph.D. Co-teaches Harvard-MIT Program on Negotiation Visiting Associate Professor, Darden at University of Virgina Senior Consultant, CBI President, Movius Consulting, Inc. Our Partner The Consensus Building Institute The Consensus Building Institute (CBI) is a not-for-profit organization founded in 1993 by leading practitioners and theory builders in the fields of negotiation and dispute resolution. Its experts bring decades of experience brokering agreements and building collaboration in complex, high-stakes environments. CBI shares its approach with others through partnership, research, and teaching at the Program on Negotiation at Harvard Law School, MIT, and other leading institutions. Program overview The Art of Negotiation Program consists of three 5-week Guided Learning Journeys designed to: Teach individual negotiators how to master the Mutual Gains Approach to negotiation, an approach that empirical evidence has shown to be the most effective approach to negotiation Build depth of expertise and practice the Mutual Gains approach in the context of your business Define recommendations to engage cross-functional support and share best practices across your organization Align performance with the organization s negotiation approach and institute coaching and support tools to capture and share best practices and lessons learned T H E A R T O F N E G O T I A T I O N G R O W S M A R T E R 2 3 c o r p u. c o m

3 The Art of Negotiation The Course Course 1: A Mutual Gains Approach The course, A Mutual Gains Approach (MGA), is the first step to improving individual negotiation skills and giving your organization a strategic and competitive edge. Larry Susskind and Hal Movius spell out how to make a mutual gains approach to negotiation work, especially in multi-party contexts. This course, first in The Art of Negotiation series, will allow you and your leaders to master four key steps to negotiating better outcomes. Course objectives Understand fundamental concepts of negotiating and bargaining Demonstrate the MGA for negotiating Learn how to create value in negotiation Devise and apply strategies to deal with hard bargainers Apply MGA in complex, multi-party situations Intended outcomes Create a plan to better prepare for negotiations Use creativity to create value within a negotiation Distribute value among negotiation parties Complete Influence Maps to identify stakeholders and increase effectiveness Improve relationships with external partners through an organizational MGA Course Outline Module 1: Core Concepts In Negotiation Purpose of This Course Tippley's Toys Tournament Banners Managing the Negotiator's Dilemma Optional Lesson Avoiding Psychological Traps Module 2: The Mutual Gains Approach to Negotiation Preparing to Negotiate Creating Value, Distributing Value and Following Through Module 3: Dealing with Complexity in Negotiations Applying the Mutual Gains Approach The Annual Negotiation: Dealing with a Tough Negotiator Managing the Inside-Outside Problem The Role of Personalities in Negotiation Module 4: Managing Multi-Party Negotiations Preparation Stakeholder Mapping and Analysis Tama Hospital Module 5: Summary/Capstone Key Learning Negotiation as an Organizational Capability Final Activity Course 2: Built to Win An organization that negotiates successfully creates value for all parties, builds long-term, lasting relationships and enjoys an important competitive advantage. The Built to Win approach and course is based on renowned experts Larry Susskind s and Hal Movius s teachings on negotiation as a strategic core competency and provides a step-by-step model for developing this organizational capability. Building on lessons learned in Course 1 of The Art of Negotiation Program The Mutual Gains Approach the Built to Win course aims to vastly improve interactions with negotiation counterparties, as well as internal corporate stakeholders. Course prerequisite: A Mutual Gains Approach Course objectives Continue individual skill building with the MGA to negotiation Identify organizational barriers that prevent or reduce the impact of our efforts and collaboratively build strategies to deal with and break down these barriers Describe success stories that capture our best negotiation efforts in action Develop shared perspectives on organizational objectives and barriers to understand how our actions affect key members of the negotiation value chain Build best practice models used in A Mutual Gains Approach Intended outcomes Improved individual skill, experience and comfort with the MGA A consistent framework for documenting, sharing and learning from previous negotiation experiences and an archive of lessons learned from course participants An archive of lessons learned from both successful and unsuccessful negotiations A set of negotiation tools, tailored by course participants, to serve the unique bargaining needs of the enterprise Course Outline Module 1: Assessing Negotiation Capability Assessing Individual Strengths Assessing Organizational Strengths Negotiation as an Organizational Capability Creating Stories Module 2: Building Depth of Expertise: Part I The Linder Negotiation Preparing to Negotiate The Linder Negotiation First Contact Module 3: Building Depth of Expertise: Part II The Linder Negotiation A New Perspective The Linder Negotiation Success & Lessons Going Forward Module 4: Learning from Success Stories Building the Story Board Module 5: Creating Pathways to Excellence Developing Organizational Resources Final Activities The Course C O U R S E 1 A M U T U A L G A I N S A P P R O A C H C O U R S E 2 B U I L T T O W I N 4 5

4 The Art of Negotiation The Course Course 3: Generating Long-Term Value In this third course, Generating Long-Term Value, participants will approach mastery with their MGA skills and develop an ability to collaborate and coach each other to produce significantly better outcomes in future negotiations. Courses 1 and 2 establish a foundation of individual negotiation skills and a knowledge infrastructure for documentation and sharing of lessons learned. Course 3 builds on this foundation to help participants enhance their abilities to develop effective game plans for future negotiations. They ll learn how to create a process for sharing these strategies with colleagues and practice a peer-to-peer coaching methodology to dramatically improve negotiation outcomes. Course prerequisites: A Mutual Gains Approach and Built to Win Course objectives Continue individual skill building with the Mutual Gains Approach to negotiation Build expertise applying the MGA with different (non-mga) negotiation styles Practice peer-to-peer collaboration and coaching methodology Build negotiation challenge stories to facilitate collaborative learning Increase experience and comfort with a collaborative, creative problem-solving technology A collection of future negotiation scenarios shared in a way that invites collaborative support Improved, informal peer-to-peer coaching ability in the context of enterprise-specific MGA applications Course Outline Coaching Project: Working With Real Problems Module 1: Dealing with Different Negotiation Styles The Fee Negotiation The Research Report Dispute Negotiation Module 2: Coaching Negotiators with Different Styles Not All Coaching Advice is Good Advice Good Coaching Can Be Very Helpful Posting Your Coaching Project Story Module 3: Coaching Each Other Coaching Colleagues: Scenario One Coaching Colleagues: Scenario Two Coaching Colleagues: Scenario Three Voting on the Challenge Stories Module 4: Working With Real Problems Dealing with Different Negotiation Styles Coaching Negotiators With Different Styles Coaching Each Other Planning for Future Negotiations Intended outcomes Improved individual skill, experience and comfort with the Mutual Gains Approach A consistent framework for documenting, sharing and seeking support for future negotiation challenges Visit corpu.com to view sample lectures C O U R S E 3 G E N E R A T I N G L O N G - T E R M V A L U E T H E A R T O F N E G O T I A T I O N G R O W S M A R T E R 6 7

5 Why CorpU Academy The CorpU Way Virtual Collaborative Learning CorpU helps organizations develop deeper leadership pipelines, create better managers and leaders, and drive business results. It s a transformational approach to executive education that radically improves leadership capabilities and inspires innovation within organizations of all types and sizes. Virtual collaborative learning programs enable organizations to cascade knowledge through all levels to solve specific business challenges. Our approach is based on three key components: Real-world and academic expertise Proven learning methods Cutting-edge technology Real-world and academic expertise CorpU partners with the best of the best Ivy League faculty, accomplished business leaders and subject matter experts to bring you executive education from top universities, with a focus on solving real-world business problems. Proven learning methods Through a rapid learning development process, CorpU works with experts within and outside your organization to design, develop, and deliver collaborative learning experiences that change how your people learn. Our methods are based on decades of learning research and designed to deliver sustainable change for your organization. Cutting-edge technology CorpU technology is a cloud-based, learner-centered, social learning platform and virtual community that enables collaboration among team members to facilitate ongoing learning. CorpU Academy provides powerful Guided Learning Journey by combining: High-engagement online discussion forums One live virtual event per week facilitated by faculty or subject matter expert Action Learning Teams Targeted exercises Expert facilitation Purpose-built technology platform 24/7 online access to course content, experts, moderators and group members CorpU Academy is a cutting-edge approach to corporate leadership education that will change how you think about talent development. It helps you: Find, develop and connect your organization to the best minds in the world Reach diverse and dispersed audiences through a facilitated cloud-based learning platform built for learning at the speed of change Cascade sustainable knowledge and organizational capability Drive behavior changes over the long term by focusing on competence, capability, coaching and community development Guided Learning Journeys Our approach begins by defining required business results. Then, through lectures, video, assignments, discussion, reflection and collaboration, participants are guided through sequential learning challenges. Expert support and community activities are tailored to guide the group on its journey to gain effective personal skills, implement change and employ sustaining practices. Virtual Learning Communities Facilitated Virtual Learning Communities help you to harness the collective genius already present in your organization by enabling participants maintain connections, expand their expert networks, and engage in the ongoing practice of new skills and continuous peer-to-peer learning through formal content updates and informal information sharing and mentoring. High-quality video lectures Courses are delivered through high-quality video lectures, providing participants with a visual connection to world-class instructors and the flexibility to navigate courses at their own pace. Reporting and progress tracking Learning leaders have access to simple and easy-to-use tools for managing users and communities, and reporting progress and results. Live virtual sessions Participants come together weekly in virtual classrooms to talk with instructors, share insights, listen and learn from each other. Resource library Each course provides a rich array of research papers, articles and tools to enable participants explore topics more deeply. Discussion and sharing During the course, participants will join discussions with peer-group members, course moderators and experts to bring collective insights to the foreground. Their learning is reinforced with prompts to reflect on what they ve learned, apply new ideas and share the results of their efforts. 24/7 access The CorpU platform is accessible 24/7 on any device a laptop, ipad, or mobile phone that supports browsers. Your teams can turn to CorpU Academy anytime as they begin to practice and apply new skills to review ideas from experts, get helpful tips from moderators, or learn from the experiences of other members. Features I N N O V A T I O N K N O W L E D G E V A L U E 8 9 c o r p u. c o m

6 Why CorpU Academy Benefits Reach more leaders Increasing costs for training and development have forced most companies to provide executive education only to the highest tier of leaders. CorpU reduces the cost of education so that your entire organization can innovate, create and execute while gaining access to the highest quality faculty and content. Our cloud-based, virtual learning platform allows your organization to reach more leaders simultaneously at a fraction of the cost without sacrificing quality of content. Through video, audio, live web events and collaborative discussions, all of your teams can be instantly connected locally and globally to share ideas and overcome real-world issues. Share knowledge CorpU Academy provides an environment where leaders are encouraged to share challenges, debate the value of new ideas, and work together to apply new theories and methods to challenges they face. Our programs and courses inspire knowledge sharing through: Provocative questions that foster debates, discussions and collective creativity Peer review and feedback from faculty and teaching assistants Program activities designed to help leaders safely experiment with new ideas Context-specific tailoring to ensure content is relevant for leaders and their organization Generate lasting impact CorpU Academy programs are designed to allow leaders to apply what they've learned to top priorities and key business initiatives. As a result, they ll improve overall performance and deliver better business results. Academy programs provide: Practical opportunities to practice applying new ideas within the safety of a peer network Tailored programs focused on building organizational capability and individual skills Whenever/wherever access to learning for leaders who are on the road and managing many priorities Ongoing support from a professional alumni community to encourage the continuation of collaborative learning across the organization Get started immediately Time is valuable. The CorpU platform is designed for quick and easy deployment, empowering you and your team to get started almost immediately. Participants will find the simple icon-based dashboard easy to use. Its streamlined design allows for a smooth rollout across your organization, so you can focus on what counts developing the right processes and communities to solve your most pressing problems. Unleash your collective genius With traditional training or elearning methods, it can be difficult to achieve a lasting impact, or transfer new knowledge and practices to all levels in your organization. CorpU is changing that dynamic. Our exclusive learning platform: Allows leaders to learn from each other through Virtual Learning Communities, improving the performance of individuals and the entire organization Supports the rapid dissemination of knowledge that drives organizational change Helps leaders collaborate, share experiences and best practices and stay connected long after the course is completed Connects your learning and talent professionals with your thought leaders and industry experts, allowing for guided practice, presentation of group projects, collaborative reflection, and application to real-world problems Let us help you tap into your collective genius, cascade knowledge to develop better leaders, impact more employees and build required capabilities to solve your most strategic business objectives now and in the future. The Academy Way G E N I U S I M P A C T S U C C E S S c o r p u. c o m 10 11

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