Introduction, Syllabus & General Information

Transcription

1 May 2013 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 web-based Negotiation Skills training, lawyers and advocates sharpen their existing skills and deepen their knowledge of interestbased 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, multi media 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: The Negotiations Skill training includes pre-training activities during the week of May 6 plus approximately 12 hours of learning activities over three days during the week of May 13. During the pre-training week, participants engage in a number of self-paced activities including a tour of the online campus, a pre-training assessment, pre-training reading assignments and participant and faculty introductions through the online. During the course training week, participants engage in five webinars and several small group activities; they also conduct and receive feedback on three negotiations. Learning Objectives as a result of participating in the Negotiations 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 Sargent Shriver National Center on Poverty Law 1 Negotiations Training - Course Syllabus

2 Describe the preparation steps for a problem-solving negotiator 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 three days during the week of May 13 (Monday, May 13, Wednesday, May 15 and Friday, May 17), 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. Pre-training: Approximately 4 hours of self-paced activities during the week of May 6, Day One Monday, May 13. Approximately 5 hours between 11:45 and 5:00 p.m. eastern. Day Two Wednesday, May 15. Approximately 4 hours between 1:00 and 5:00 p.m., eastern. Day Three Friday, May 17. Approximately 3 hours between 1:00 and 3:00 p.m., eastern. Overview of Activities: Following is a list of all course activities. There is also a copy of this document on the course website. You can access the more detailed information about each activity by clicking on the activity name on the course home page. You should always read this detailed information before beginning an activity. If you have any questions as you proceed with any of the assignments, please call or Ellen Hemley. We want you to have a great experience with this course and we are at your service to respond to any questions or issues that arise. Contact Ellen at x 4111 or by at ehemley@povertylaw.org. If you run up against technical problems or challenges with the, please contact Jaime Roosevelt, our Training Programs Manager, at x 4112 or by at jaimeroosevelt@povertylaw.org. NOTE: All times are Eastern. Sargent Shriver National Center on Poverty Law 2 Negotiations Training - Course Syllabus

3 May 2013 Pre-Training Activities to Complete During the Week of May 6, 2013 (4 hours): Due Date Activity Time By Wed., May 8 Activity 0-1: 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 30 By Wed., May 8 By Mon., May 13 By Friday, May 10 activities. Activity 0-2: Complete Pre-training Survey. Participants complete the pre-training survey, which provides the training team with information about participants prior experiences and aspirations for the training. Activity 0-3: Read Getting to Yes and Other Resources. Participants read Getting to Yes and other suggested resources. Activity 0-4: Introduce Yourself. Participants introduce themselves by responding to questions posted in the Activity 0-4 discussion forum Day One Activities: Monday, May 13, :45 a.m. 12:15p.m. Activity 1-1: 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, the Buyer will post the results to the survey monkey link within Activity 1-1. We will 30 Pairs by 12:30 1:15 1:15 1:45 p.m. review these results during Webinar 1. Activity 1-2: Participate in Webinar 1. In the first webinar, we debrief the first negotiation, 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. Activity 1-3: Conduct Positions to Interest Exercise. Working with their partner from Activity 1-1 (the first negotiation), participants practice communication skills introduced in the Activity 1-2 webinar. 2:00 3:00 Activity 1-4: Participate in Webinar 2. In the second webinar, we debrief participants experiences conducting the Positions to Interests exercise. We then introduce negotiation stages and styles and explore the seven 45 Large 30 Pairs by 60 Large Sargent Shriver National Center on Poverty Law 3 Negotiations Training - Course Syllabus

4 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 negotiation. 3:00 4:00 Activity 1-5: Prepare for Negotiation 2. Negotiation Two 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. 4:00 5:00 Activity 1-6: Conduct Negotiation 2. Participants meet in their assigned groups, with two participants conducting the negotiation and two others serving as observers. Those serving as observers in this negotiation will practice conducting a negotiation during Activity 2-5. (60 ) On your own Activity 1-7: Complete Day One Evaluation. Participants complete the Day One evaluation. 60 Small 60 Groups of 4 by 10 Alone via online Day Two Activities: Wednesday, May 15, :00 1:30 Activity 2-1: Participate in Webinar 3. In this webinar, we review results achieved through Negotiation Two 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. 30 Large 1:30 2:00 Activity 2-2: Generate Options & Legitimacy Criteria. Participants meet in small groups to practice generating options and legitimacy criteria for resolving the landlordtenant dispute. 2:15 2:45 Activity 2-3: Participate in Webinar 4. In this webinar, we debrief the generating options/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. 2:45 3:45 Activity 2-4: Prepare for Negotiation 3. Negotiation Three involves a dispute between a homeowner and a bank. Participants are again divided into groups of 4 with two 30 Small 30 Large 60 Small Sargent Shriver National Center on Poverty Law 4 Negotiations Training - Course Syllabus

5 participants assigned to roles as homeowner and banker and two others serving as observers. 4:00 5:00 Activity 2-5: Conduct Negotiation 3. Participants meet in their assigned groups to conduct Negotiation Three. By end of day, 3/15 Activity 2-6: Complete Day Two Evaluation. Participants complete the Day Two evaluation. 60 Groups of 4 by 10 Alone via online Day Three Activities: Friday, May 17, 2013 On your own in advance of Activity 3-2. Activity 3-1: 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. 30 On own 1:00 2:00 2:15 2:45 2:45 3:00 Activity 3-2: Webinar 5. In this final webinar, we debrief the third negotiation 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. Activity 3-3: 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. 60 Large 30 On own Activity 3-4: Complete Day Three Evaluation. 15 On own , v. 1 Sargent Shriver National Center on Poverty Law 5 Negotiations Training - Course Syllabus