Introduction, Syllabus & General Information

Transcription

1 April 2015 Introduction, Syllabus & General Information Skillful negotiation is an essential component of the legal aid and public interest law practitioner s toolkit. Through the Shriver Center s online Negotiation Skills Training, lawyers and advocates sharpen their existing skills and deepen their knowledge of interest- based negotiation. Based on the Harvard Negotiation Program s interest- based negotiating framework, this course immerses you in practical exercises designed specifically for equal justice advocates. You will apply the framework to a series of negotiation exercises and learn the micro- skills behind the seven elements of effective negotiation. Through exercises, feedback, multimedia presentations and discussion, participants will practice systematic preparation and effective conduct of challenging negotiations. The result? You will be both a confident and principled negotiator and maximize the potential for favorable agreements for your clients. Course Structure: In Week 1, participants complete a number of self- paced activities via the including a tour of the online campus, a training assessment, reading assignments, introductions, and one negotiation via. In Week 2, participants attend five webinars and several small group activities; they also conduct and receive feedback on two more negotiations. Learning Objectives As a result of participating in the Negotiation Skills training, you will be able to: Identify your preferred negotiation style and the style of the other party Describe the seven elements of problem- solving negotiations. Demonstrate problem- solving negotiation skills, which include: o describing your BATNA o identifying interests behind the positions of the parties o responding to positional statements with inquiries or statements about interests (yours or theirs) o responding to personal attacks by focusing on the problem before the parties o generating options to resolve the dispute and seek mutual gain o raising legitimacy criteria when reviewing options raised on both sides o achieving a resolution of the issues through a combination of problem- solving and positional bargaining Describe the stages of a typical negotiation Describe the preparation steps for a problem- solving negotiator Sargent Shriver National Center on Poverty Law 1 Negotiation Training - Course Syllabus

2 Illustrate the preparation steps required for the early information bargaining stage of a negotiation Identify at least three skills that you want to improve when applying problem- solving negotiation in your work setting Time Commitments: This training involves a significant time commitment. Since the training takes place over two weeks (see table below for details), it is essential that you clear your schedule for the times outlined below so you can participate in all activities. This is particularly important since many of the activities involve small groups and paired exercises that require involvement of all participants. Week 1 Week 2 - Day One Week 2 - Day Two Week 2 - Day Three May 4-8 Mon., May 11 Wed., May 13 Fri., May 15 6 hours* 5.0 hours 5.0 hours 2.5 hours Self- paced activities and 1 paired negotiation by 12:00 pm - 5:00 p.m. ET 12:00-5:00 p.m. ET 12:30-3:00 p.m. ET One 30 minute- break One 15- minute break Two 15- minute breaks. *Note: The six hours include reading the assigned text Getting to Yes. We strongly recommend that you purchase the book as far in advance of the course as your schedule dictates so you ll have plenty of time to read it before Week 2 - Day 1: Monday, May 11th. Overview of Activities: Following is a list of all course activities. There is also a copy of this document on the course website where you can access the more detailed information about each activity. You should always read this detailed information before beginning an activity. If you have any questions or run into any technical issues as you proceed with any of the assignments, please us at: coursehelp@povertylaw.org We want you to have a great experience with this course and we are happy to help with any questions or issues that arise. NOTE: All times are Eastern (ET) Sargent Shriver National Center on Poverty Law 2 Negotiation Training - Course Syllabus

3 April 2015 By Wednesday By Wednesday By Thursday By Friday By end of day Friday 10 prep time alone 15 Conduct Negotiation By Monday, May Due Activities to Complete During Week 1 May 4-8 (6 hours): T Get Acquainted with Online Course Site. Participants view several tutorials that acquaint them with the online course platform and various tools for navigating and completing course activities. Complete Pre- training Survey & Self- Assessment. Participants complete the Pre- Training Survey, which provides the training team with information about participants prior experiences and aspirations for the training. Introduce Yourself. Participants introduce themselves by responding to questions posted in the discussion forum. Submit Negotiation Story. Participants submit details of a negotiation past or present. Conduct Negotiation 1. With an assigned partner, participants conduct an initial negotiation involving a potential car sale between a buyer and seller. Following the negotiation, both Buyer and Seller will reply to questions on Survey Monkey. We will review these results during Webinar 1 on Monday, December 8. Complete course readings. Participants read Getting to Yes and other suggested resources Pairs by 180 Week 2 - Day One Activities: Monday, May 11, 2015im 12:00 1:00 p.m. Participate in Webinar 1. In the first webinar, we debrief the Negotiation 1 and introduce the seven elements framework with a specific focus on interests v. positions. We also review suggested communications skills for responding to statements of position with the goal of uncovering the other side s interests. 1:00 1:30 Break 1:30 2:30 Participate in Webinar 2. In the second webinar, we model and practice the Positions to Interests exercise. We then introduce stages of the negotiation and negotiation styles; we also explore the seven elements of the principled negotiation framework in more depth. Finally, we provide instructions for the next two activities which involve preparing for and conducting the second 60 Large 60 Large Sargent Shriver National Center on Poverty Law 3 Negotiation Training - Course Syllabus

4 Week 2 - Day One Activities: Monday, May 11, 2015im negotiation. 2:30 3:15 Prep Alone 3:15 3:45 group Prepare for Negotiation 2. Negotiation 2 involves a dispute between a landlord and tenant. In this activity, participants prepare for Negotiation Two, initially working alone and then meeting by conference call with others assigned to represent the same party. (alone) (group) 3:45 4:00 Break 15 4:00 5:00 Conduct Negotiation 2. Participants meet in their assigned negotiation groups, with two participants conducting the negotiation and two others serving as observers. Note: Those acting as observers in this negotiation will practice conducting a negotiation during Negotiation 3. 5:00 Complete Day One Evaluation. Participants complete the Day One evaluation. Small 60 Groups of 4 by 10 On own 12:00 12:45 12:45 1:15 Week 2 - Day Two Activities: Wednesday, May 13, 2015ivityTime Forum Participate in Webinar 3. In this webinar, we review results achieved through Negotiation 2 and debrief participants experiences conducting it. We then review concepts and strategies related to additional elements in the negotiation framework: options, legitimacy criteria, and commitments. Generate Options & Legitimacy Criteria. Participants meet in small groups to practice generating options and legitimacy criteria for resolving the landlord- tenant dispute. 1:15 1:30 Break 15 1:30 2:15 Participate in Webinar 4. In this webinar, we debrief the Generate Options & Legitimacy Criteria exercise, and then introduce the concept of information bargaining and ethical issues that arise in this context. We also review instructions for conducting the third and final negotiation. 2:15 3:00 Prep Alone Prepare for Negotiation 3. Negotiation 3 involves a divorce between a husband and wife. Participants are Large Small Large alone Small 2014 Sargent Shriver National Center on Poverty Law 4 Negotiation Training - Course Syllabus

5 Week 2 - Day Two Activities: Wednesday, May 13, 2015ivityTime Forum again divided into groups of 4 with two participants 3:00-3:45 Group assigned to roles as husband s attorney, two as wife s attorney, and two others acting as observers. group 3:45 4:00 Break 15 4:00 5:00 Conduct Negotiation 3. Participants meet in their assigned groups to conduct Negotiation Groups of 4 by 5:00 Complete Day Two Evaluation. Participants complete the Day Two evaluation. 10 On own 12:30 1:00 1:00 2:30 2:30 3:00 Week 2 - Day Three Activities: Friday, May 15, 2015 Review Difficult Negotiations Videos. In this session, participants view videos of two difficult negotiations and identify: factors that made these negotiations difficult; and suggested strategies for engaging more effectively in such circumstances. Webinar 5. In this final webinar, we debrief Negotiation 3 and discuss tips for dealing with difficult negotiators and breaking negotiation impasses. We also review potential action steps we can take individually and as a group to continue to strengthen our negotiation practice. We wrap up by reviewing topics based on student feedback. Assessment & Action Planning Participants review the negotiations skills self- assessment completed at the beginning of the course, reflect on what they have learned during the course and then identify concrete action steps they will commit to in order to continue refining their negotiations skills. On own 90 Large On own 3:00 Complete Day Three Evaluation. 15 On own 2014 Sargent Shriver National Center on Poverty Law 5 Negotiation Training - Course Syllabus