STUDY PLAN

To develop a professional practice of negotiation, it is necessary to develop and educate strategic thinking. Considering that negotiation processes require not only technique, empathy, emotional control, and knowledge from various sources that shape the negotiator, strategic thinking and negotiation skills become an indispensable component for superior development in the planning of processes and the handling of various situations that may arise. Within the philosophy of training a negotiator prepared to handle a multitude of situations and environments, the development of these qualities becomes essential.

The development of strategic thinking is understood as a key tool to fully understand not only the material processes but also the mental processes and better interpret the interests of the parties involved in the negotiation. In fact, it is impossible to envision a negotiation without a strategic framework and without interpreting the strategy used by the counterpart.

These skills additionally contribute to generating much more creative alternatives and overcoming so-called “deadlocks” within negotiations, which, in almost half of processes, cause them to fail and become more rigid.

It is important to highlight that the course has a notably original approach, as it studies and practices strategic thinking from the perspective of classical authors who forged the discipline of strategy and foresight thinking from antiquity to the contemporary period. It is, additionally, a “refinement” of thought. Specifically, the main content areas are strategic thinking in negotiation; the development of reflective thinking and methods aimed at maintaining emotional control for the negotiator; negotiation skills in managing processes; developing negotiation skills in situations of defending interests, personal qualities of the negotiator, and the general principles of strategy applied to the negotiation process.

WORK PLAN | FOCUS OF EACH CLASS

Through eight classes, the program delves deeply into a true adventure of thought and knowledge. It has been built specifically on the teachings of the great masters of universal strategy.

Often, things are presented as trends, but in this case, we prefer to build some of the pillars of our negotiators’ thinking on consolidated knowledge that needs to be brought together for a comprehensive view of Strategic Thinking and its effective practice.

This type of training is completely original and, as mentioned, it is a true adventure of thought, starting with the teachings of Master Sun Tzu, and progressing to the most important strategists in history, from both Western and Eastern perspectives. Never before has the relevance of this thinking, the power of its reflections, and the induction toward our own reflections been more important. This is about advancing within our negotiation training to levels where other schools do not reach, as it transcends immediacy and will directly impact the way we think, our reasoning structures, and how we assess situations and make decisions.

This training requires special dedication, reading, reflection, and guidance within the proposed exercises. In times of “coaches” trends, we maintain that the best “coach” is formed from a deep understanding of oneself and the absorption of knowledge and wisdom that spans millennia and influenced most of the major events in history.

CLASS PLAN

1.Development of Strategic Thinking:

• ¿What is strategy, what is its importance, and what are the types of strategy?
• Analysis of Sun Tzu’s thinking and The Art of Strategy.
• Analysis of Sun Bin’s thinking.
• Analysis of Niccolò Machiavelli’s thinking in The Art of War.
• Reflection, analysis, and exercises in development based on what has been learned.

2.Development of Reflective Thinking and Emotional Control:

• Classical thinking applied to the reflective development and emotional control of the negotiator.
• Analysis of Marcus Aurelius’ thinking and the experience of reflective thinking.
• Analysis of Seneca’s thinking and its application to emotional control from a Stoic perspective.
• Eastern thinking applied to the reflective development and emotional control of the negotiator.
• Analysis of Jocho Yamamoto’s thinking in the Hagakure applied to emotional control and its seven basic classic principles.
• Analysis of Miyamoto Musashi’s thinking, The Book of Five Rings, and strategic thinking.
• Reflection, analysis, and exercises in development based on what has been learned.

3.Skills in leadership and subordination in negotiation processes:

• Detailed analysis of Niccolò Machiavelli’s thinking in The Prince.
• Reflection, analysis, and development exercises based on what has been learned.

4.The personal qualities of the negotiator:

• Detailed analysis of Baltasar Gracián’s thinking, several works.
• Analysis of the principles of Fray Antonio de Guevara.
• The views of François de Callières.
• Comparison with the personal qualities currently required of negotiators.
• Reflection, analysis, and development exercises based on what has been learned.

5.The influence of strategic thinking on historical aspects and its weight in decision-making. A journey through distant and recent history.

• Study of the application of teachings in historical aspects and decision-making.
• Paradigmatic cases: Napoleon Bonaparte, Frederick of Prussia, Catherine of Russia, Winston Churchill, Mao Zedong, among others.
• In search of a new way of reflection, decision-making, and long-term vision of events.
• A new way of thinking.

6.Development of a complex negotiation exercise. In this negotiation case, all the knowledge acquired and the maturation of reflection must be applied.

¿WHO IS IT INTENDED FOR?

This program is generally aimed at individuals involved in high-level management and negotiation functions within their work, professional sphere, and external environment. Entrepreneurs, company directors, executives, professionals, technicians, and all personnel involved in management responsibilities and making profound decisions. Professionals whose areas of activity require training to develop in turbulent political, economic, union, or social contexts.

REQUIREMENTS FOR COMPLETION:

For the completion of this course, it is essential to have taken courses in Management Analysis and Conflict Administration, Positional and Strategic Negotiation Techniques, and, if possible, although not a mandatory requirement, have also taken the course on Negotiation Control Techniques.

TOOL

Each course is composed of concrete tools that participants will find applicable to their reality from the very beginning. We provide a series of in-depth resources (TED Talks, articles, worksheets, and videos) so that participants can expand their resource base.