Negotiations as a Problem-solving tool


Ida Manton, 24-26.6.2015, M6 Educational Centre

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Seminar overview

The goal of the workshop is to build the negotiation skills of the participants since success in negotiation is often not a matter of chance, but the result of good planning and specialized skills. This two-day workshop is a follow-up of the Seminar held by Raymond Saner on 27th May.
In order to be successful negotiators we need to be able to identify the actual process and its various phases, as well as learn how to manage the course of negotiations. We can participate in bilateral or multilateral negotiations, become part of pure bargaining or a more complex process of negotiation, lobby or looking for a compromise. It is important to know the characteristics of these phases and practices in order to employ the right tools, strategies and tactics that would lead us to the desired outcome(s).
The first module will introduce participants to the theory and practice of negotiations and present concepts relevant for practicing negotiatiors.The second module of the seminar will focus on the characteristics of bargaining and relationship-building. The third part will touch upon the overlap between negotiations and culture in order to explain better the understanding of what compromise is and how the certain outcomes are seen by different actors depending on their upbringing/culture.
The training will include theory, discussion, case studies and role plays.

Who Should Attend

Managers, sales staff, customer service people and all staff involved in negotiating with internal and external parties

How will you benefit?

This seminar will provide you with:

· Skills to become a better negotiator
· The basic terminology and the differences among the main concepts in international negotiations
· A skill to identify the above-mentioned concepts, methodologies and strategies
· An assessment of your own negotiation style and teach you how to deal with people who have a different communicating, thus, negotiating style
· A skill to think before you act, i.e. how to reach a more inclusive outcome that will meet your expectations and satisfy the other party as well
· A forum to discuss approaches and situations that are overwhelming and seem extremely difficult
· A platform for simulating and build your own self-esteem and capacity as a negotiator
· Learn some basic do’s and don’ts

Day 1 (24.06.2015)

11:00 – 11:30 Registration and Coffee

11:30 – 13:00 Module 1
· Overview
· Basic concepts and theory
· What is going on? When and how?
· Role play: bilateral negotiations

13:00 – 13:15 Coffee Break

13:15 – 14:45 Module 2
· Strategies
· Tactics
· Simulation: Negotiating oil delivery

14:45 – 15:30 Lunch break

15:30 – 17:00 Module 3
· Fish bowl exercise
· Discussion and analysis
· Conclusions of the day

Day 2 (26.06.2015)

11:00 – 11:30 Registration and Coffee

11:30 – 13:00 Module 1
· Multilateral negotiations
· The world of business vs. Diplomacy
· Multilateral simulation

13:00 – 13:15 Coffee Break

13:15 – 14:45 Module 2
· Debrief from the simulation
· Watching a documentary film/video
· Self-assessment

14:45 – 15:30 Lunch break

15:30 – 17:00 Module 3
· Negotiation styles
· Negotiating across cultures
· Difference in behavior and outcomes

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Ida Manton
Ida Manton is a trainer and researcher in the field of negotiations. She currently lives between Skopje and Prague and teaches International Negotiations, Diplomacy and Contemporary practice at various Diplomatic Academies, Institutes, Organizations and Universities throughout Europe – Bruges, Rome, Prague, Warsaw, Den Haag, Vienna, Ljubljana, Moldova, Kosovo.
Her professional engagement includes mainly work in International Organizations (Peace Corps, NATO, OSCE) in the fields of languages, culture, democratization, minority rights and public relations. In her over 15 years of professional experience, she has conducted lectures and presentations on variety of topics: international negotiations, diplomacy, public relations, cross-cultural intertwining, literature, artisanal curiosities, human rights, effective communication, etc.
Ms. Manton has a Bachelors degree in Comparative Literature with second major in English Language and Literature from Ss. Cyril and Methodius University in Skopje, as well as a Masters degree in Diplomacy and International Relations from Leiden University and Clingendael in The Netherlands.
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