PROGRAMME

 

Day 1

 

9.00 – 9.30

Check-in and breakfast at Broholm Slot, Sydfyn. (15 min. E45 exit Nyborg)

 

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

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

 

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

13.00-14.00

Lunch & emails  

14.00- 18.00

 

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

18.30

Dinner

20.00-21.30

Wine and surprise

 

 

Day 2

 

8.00-9.00

Breakfast and check-out

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

13-00-13:45

Lunch & emails  

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

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

 

16.30-17.00

Evaluation

Exchange of business cards and farewells