Generact Negotiation & Leadership Program
Frameworks, skills & strategies for building winning collaborations
Who should attend?
No matter your role in your company, negotiation is part of your day-to-day formally or informally. The Generact Negotiation & Leadership program is designed for any professional who engages in:
- Leadership Work
- Change Management
- Problem Solving
- Deal-making
- Dispute Resolution
- Creating Collaboration
- Agile Processes
- Project Management
- Partnering
- Purchasing
- Business Development
- HR Work
Historically, we have seen a wide range of company functions participating since the program’s inception in 2013. It is ideal for CEO’s, CFO’s, CTO’s, Business Controllers, Sales Managers, KAM’s, Purchasing Managers, Business Development Managers, Partner Managers, Product Managers, HR, Project Leaders, Production Leaders, Process Leads, Quality Managers, Consultants, Tech Developers, Lawyers, and Entrepreneurs, among others.
Program Modules
Negotiation Strategy
The foundation of successful Negotiation sits in Strategy. How will you approach your negotiation situation in order to maximize the opportunity? Participate in a deep-impact, hands-on simulation to gain awareness about your own instinctive behaviours within the natural dynamics of conflict & strategic dilemmas. Negotiators discover important pitfalls to avoid, and learn to manage uncertainty, profit, and risk more effectively.
Day 1
Prepare to Negotiate
Negotiators immediately apply Strategy learnings (same day) in a 2nd simulation that unveils common cognitive biases & traps that cause many negotiators (up to 80%) miss preparation moments that can leave large amounts of unclaimed value at the table. Walk away with a robust, easily applied preparation framework that will allow you to prepare any negotiation (from simple to complex) and increase your confidence at the negotiation table.
Day 1
Conflict Management
Conflict & disputes are inevitable and difficult to avoid. Build another layer of confidence as a leader & negotiator with our 3rd (next day) simulation where we engage in an opportunity to practically apply previously learned Strategy & Preparation frameworks while navigating a conflict situation rife with tensions & emotion. Learn to structure a 'conflict resolution' oriented meeting with multi-issues & high stakes.
Day 2
Manage Tense Emotions
We have had multiple requests for deeper learning in managing tense emotions in negotiations. In an exciting 4th simulation, negotiators consolidate previous learnings in Strategy, Prep. & Conflict to manage a complex Team on Team negotiation. Gain valuable insights on 3-Step framework for managing more difficult conflicts while neutralising tactical anger, tense emotions & difficult behaviours at the bargaining table.
Day 2
Aligning on Process
In this session we make the leap from 'theoretical frameworks' to 'Micro-skills' training, allowing us to take a hands-on grip of key skills required to operationalize frameworks from Sessions 1 & 2. Specifically, we will train practical skills to gain alignment on the negotiation process. Negotiators prepare & practice for an upcoming 'live-case', aiming to create a positive impact, connection & alignment within the first few moments of a negotiation.
Day 3
Interests & Motivations
A pivotal point in any negotiation is the information exchange surrounding interests, needs, & motivations of both sides. In this 2nd 'Micro-skills' session, negotiators will once again prepare & practice on a 'live-case' of their own, aiming to discover important information, while simultaneously strengthening trust with their counterparts. We will sharpen questioning, listening & perception skills and gather valuable feedback from peers.
Day 3
Competitive Tactics
Learning and practicing earlier 'Frameworks & Micro-skills' in this program is essential to 'prevent' or 'reduce' the use of difficult tactics by counterparts. Yet, no matter how skilled we become, tactics will arise. In this 3rd 'Micro-skills' session, we will identify a Top 10 list of tactics, along with response & neutralisation options. Negotiators anticipate & prepare to manage the MOST DIFFICULT tactics for an upcoming 'live-case', and practice, practice, practice!
Day 4
Multi-Issue Complexity
A final & 'scored' simulation challenges a consolidation of all learnings from the program in complex, multi-issue negotiation. We identify different issue types in negotiation, showing how to adjust bargaining approaches to improve deal-optimization. Visual data highlights objective & subjective value perceived between counterparts, and shows strengths & areas to improve in both distributive and integrative negotiations.
Day 4
Next Program: 2025
Days
Hrs
Min
April 23, 24
May 12
June 3
Negotiation
Any time we engage with others whom we ‘need’ to cooperate with in order alter a status quo, we are negotiating. It may not always be formal, or include a written contract, but we are negotiating.
Play Video
Negotiation
As we see it at Generact
“We see negotiation as the ‘transcendant’ skill-set, that without it, leadership & change cannot happen…”
