Strategic Negotiation Programme brochure

Pre-programme Virtual session

You’ll start the programme with a virtual session where you will meet with the programme director and fellow participants. This session will provide an outline of the content of the programme, how the negotiation practices will unfold and the details of the programme preparation that includes: • A defined set of learning expectations and the drafting of a negotiation skills development plan. • The completion of a negotiation psychometric tool. • The definition of a real-life negotiation scenario you want to address and resolve.

Core programme Face-to-face module

The programme’s core is delivered in highly practical sessions over three consecutive days at our purpose-built facilities, the Cranfield Management Development Centre. During these three days, you will engage in relevant lectures, high-impact negotiation practices, structured discussions and insightful feedback sessions. The course will also help you address the negotiation challenge you have defined.

The residential programme will cover amongst others: • Planning and preparation of complex negotiations.

• Connection with the other party and exploration of underlying interests and constraints. • Defining negotiation agendas, making proposals, and sequencing negotiation variables. • Exchanging and bargaining: designing the pattern of concessions and building reciprocity. • Pursuing negotiated agreements and preparing contingency deals.

• Limiting cognitive biases in negotiation. • Enhancing effective negotiation behaviours.

Post-programme impact reviews Virtual sessions

Two months after the face-to-face module is delivered, you will be invited to join a virtual session. Its purpose is to review and facilitate the evaluation of the programme’s impact on your organisation and at a personal level.

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