PROGRAMME
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Day 1 |
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9.00 – 9.30 |
Check-in and breakfast at Broholm Slot, Sydfyn. (15 min. E45 exit Nyborg)
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9.30-10.00 |
Welcome & premises of this course “Do not label behaviour in negotiations as good or bad. Instead, treat every development as valuable information that keeps you two steps ahead” Negotiable and unnegotiable frames surrounding the merger and how you can address it during negotiations |
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10.00-12.00 |
What drives behaviour? This slot is a crash course in the neuroscience behind behaviour and motivation in negotiations Motivation behind behaviour Why we have emotions Emotions and needs Prosocial vs. a-social behaviour The central nervous system during negotiations The neural human connectedness The basis of collaboration: trust, fairness and kindness
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12.00 – 13.00 |
How to read the motivations behind behaviour This slot gives you a proven algorithm for reading the motivation behind behaviour in yourself and others The anchor point in negotiations: how to establish and keep track of the ever changing hierarchy of motivations CASE WORK |
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13.00-14.00 |
Lunch & emails |
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14.00- 18.00
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How to stay calm and turn around unfruitful stakeholder behaviour This slot teaches you how to understand the logic behind unfruitful stakeholder behaviour (i.e. legal and financial advisors, management, owners, chief negotiators) and gives you the tools to turn their behaviour around to improve the negotiation environment and the negotiations going forward in a desired direction. Escalating disagreement Personal attacks Emotional outbursts & frustrations Explicit disapproval Interrupting talk Not listening Aggression and dominance Raising voice Raising stakes (price, conditions etc.) Tricky tactics: threats, dubious authority Etc. CASE-WORK + ROLE PLAY Coffee break at approx. 15.30 -16.00 pm |
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18.30 |
Dinner |
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20.00-21.30 |
Wine and surprise |
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Day 2 |
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8.00-9.00 |
Breakfast and check-out |
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9.00-13.00 |
How to control the process and outcome of negotiations by controlling your own behaviour This slot teaches you how to create a fruitful negotiation environment by controlling your own behaviour. It weeds out all unintentional unfruitful behaviour, promotes fruitful behaviour and teaches you the fine line that separates the two.
How to stay calm How to channel negative inclinations (anger or fear, striking back, giving in, exerting dominance, shutting down, getting personal) into fruitful behaviour CASE-WORK + ROLE PLAY |
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13-00-13:45 |
Lunch & emails |
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13.45-15.00 |
How to communicate to create a positive negotiation environment and push negotiations forward This slot teaches you how to master the power of words and communication to ease negotiations, calm people down, de-escalate unfruitful communication push for what you want. ROLE PLAY |
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15.00-16.30 |
How to develop a corporate negotiation strategy to support team effort and negotiate better deals This slot gives you the tools to develop a corporate negotiation strategy aligned with the overall corporate strategy and the behaviour and roles of your negotiation team. Values to define the corporate negotiation strategy for behaviour Team role alignments Team feedback during and after negotiations INDIVIDUAL AND GROUP WORK
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16.30-17.00 |
Evaluation Exchange of business cards and farewells |