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Collaborative Negotiation for Bargaining Teams

Four-Part Training and Facilitation

Part One: The Process of Collaborative Negotiations

  • Describes the theory and process of Collaborative Negotiation
  • Looks at your current bargaining relationship, its strengths and weaknesses
  • Introduces problem-solving skills and techniques
  • Teaches how to present problems, rather than proposals
  • Details preparation for Collaborative Negotiation

Through videos, demonstrations, lectures, discussion and hands-on experience, you will learn and then practice the techniques that will get you to cooperation instead of competition.

Part Two: Building the Collaborative Relationship

Collaborative Negotiation requires building strong bonds across team lines. This session introduces personality and behavioral style as a basic building block of Collaborative Negotiations. Team members learn:

  • The four styles of bargaining behavior
  • What their own style is
  • How to work most effectively with each style to build the bargaining relationship that will produce the "win" for both sides.

In this session, both teams take the Carlson Personal Profile, which looks at differences in personal styles. The profile helps the group learn more about themselves and each other, and practical exercises help the group work across team lines. You will already find yourself agreeing with representatives from the other side!

Part Three: Building the Frame

  • Identifying and negotiating the ground rules for Collaborative Negotiation
  • A new way of looking at seating, caucus, spokespersons, and presentation of issues
  • Already starting the Collaborative Negotiation process.

In interactive discussions, the group works through all the elements needed for Collaborative Negotiations and agrees on the details of the process they will use in bargaining. Details include ground rules for behavior as well as decisions on how to present problem and issue statement, how to make decisions, who should speak in negotiations, rules for caucus, and how the parties will be seated at the table. A standard agenda for the meetings is created. At the end of this session, the parties not only have the process they will use, but have an understanding of the big process issues for each person and each side.

Part Four: Getting to Yes

  • Facilitating the negotiations
  • Sharpening your Collaborative Negotiation skills
  • Troubleshooting
  • Comparing the old and new behaviors.

Let the negotiations begin! The first few sessions or the complete negotiations can be facilitated by our staff, to make sure your teams understand the new process. In-house facilitation training for your team members is also available. In this session the facilitator guides the group through one issue from problem statement to writing language. If internal facilitators are being used, the trainer can assist the facilitators and give them pointers about the process. At the end of this session, the participants should have a good idea of what is needed for the process to be successful. Trainers are then available to facilitate the complete negotiations, to consult with the participants during the negotiations, or to facilitate difficult issues.