EXECUTIVE TRAINING PROGRAMS: ORGANIZATIONAL COMPETENCIES, NEGOTIATION, AND CONFLICT MANAGEMENT

STUDY PLAN

The course is designed for participants to identify and practice a series of fundamentals and processes used in every negotiation, as well as a set of specific skills and models that enable achieving more efficient, logical, and lasting agreements. The aim is to introduce participants to the analysis of negotiation situations and to practice the development of key techniques or strategies to be used. This course provides the necessary training to conduct effective negotiations from a foundational perspective, applicable to all situations where we need to negotiate and achieve results that combine favorable conclusions with minimal effort.

We know that everyone negotiates from the first days of life until the last. However, this is a discipline that—at least in most Latin American countries—is not practiced as one that deserves to be systematically taught and trained. As a result, unsystematic experience often replaces structured training, which, when combined with experience, marks a clear difference between improvisational or intuitive negotiators and those considered professionals. The results will undoubtedly be extraordinarily different in one case and the other.

There is a set of instruments and tools structured within a method we call “strategic positional,” which substantially differs from the most well-known method. This approach is developed throughout the course, preparing participants to face most negotiation situations, regardless of their nature—whether in cooperative or aggressive environments, as well as in distributive and value-generating negotiations. The goal is to train a negotiator who can handle all stages of the process, interpret them, and apply the necessary instruments, tools, and methods to reduce effort while achieving the best possible results in every situation.

Work Plan | Focus of Each Class

Through ten classes, the program thoroughly explores the essential instruments needed to begin transforming the way we typically negotiate.

From the perspective of the proposed new model, we start by understanding the necessity of deeply knowing the tools and instruments we will use. Only by acquiring this knowledge can we immerse ourselves in a methodology that changes our thinking, perspective, and adaptive approach, which we must begin practicing to achieve different results from those we have obtained so far. That is precisely the goal: to achieve different, more efficient, and more effective results through approaches different from those we have previously attempted.

We will cover a range of topics, beginning with the structure, functioning, and necessary ways to conduct a negotiation so that it aligns with the results we aim for. To achieve this, it is essential to work with a method that includes careful planning, information management, and knowledge of tactics and strategies, as well as understanding emotional expressions, overcoming deadlocks, and constructing agreements that are both satisfactory and reasonable.

We will aim to demonstrate the necessary work for developing the strategic, positional, and adaptive method. This should provide a significant advantage over those who do not plan their negotiations or struggle with emotional control. By strategically using planning and newly acquired instruments, we will be able to protect ourselves from commonly used tactics designed to confuse us or disrupt our control over the negotiation process.

In summary, this course will provide a systematic and emotionally neutral perspective on the continuous negotiation process that defines life, both professionally and personally. This is a journey that, when followed comprehensively, will drastically change our view of negotiation and make us more effective in achieving results.

Class Plan

1. La Negociación.
   • Definition. Characterization. Components.
   • The negotiation climate: how to detect it and potentially change it.
   • Objectives: Abstract vs. Concrete.
   • Measurement and timing: Managing timing and tactical/strategic pauses.
   • Situational and evolutionary control of the negotiation process: Possible variations.
2. The Negotiator
   • Self-awareness and understanding one’s style.
   • Needs and interests.
   • Our attitudes: Reflective analysis and choices.Negotiating as a team.
3. The Negotiation Process
   • The evolution of the process and its components.
   • The necessity of analysis time.
   • Anatomy of the process.
   • Physiology of the process.
   • The emergence of pathologies in negotiation.
   • The harmonious functioning of components.
4. Stages of Negotiation
   • Preparation
   • Gathering information and identifying interests.
   • Defining our own interests.
   • Planning.
   • Developing alternative paths.
   • Creating a strategy and potential tactics.
   • Debate Stages: Seeking closure. When closing is unnecessary or how to avoid a bad deal.
5. Personal Aspects of Negotiation
   • Emotions and their influence.
   • Halo effect.
   • Empathy.
   • Listening systems and comprehension.
6. Facing a “Negotiation”
   • Front shifts as a tactic.
   • Collision techniques and the jiu-jitsu system.
   • Recognizing the Other: behaviors, needs, acknowledgment, and management.
   • Motivations. Social structure.Frustrations, fears, and aggressions.Negotiation empathy (“seeing through the other’s eyes”).
   • Analyzing positions to uncover interests.Confrontational, convergent, and divergent interests.Objectively managing the other party’s interests.
7. The “Selling” Process of One’s Own Interest
   • Gaining trust and understanding needs.
   • Generating mutually beneficial options.
   • Preserving our own interest.
   • Leveraging additional positions throughout the negotiation.
   • Techniques to Unblock Situations
   • The Options Wheel and the Spiderweb.
8. Closing the Transaction
   • How to diagnose the situation: Detecting positive and negative attitudes.
   • Learning how to position oneself in relation to the other.
   • Available resources for effectively engaging with the other party.
   • The use of questioning.Handling “no’s” and objections.
9. Overcoming the fear of closing a negotiation.
   • Notes on Negotiation Styles.
   • How to resolve situations with others.
   • Identifying the other party’s style.
   • How to converse with a “difficult” counterpart.
   • How to connect their needs with the agreement.
   • Making Agreements.
   • ¿How to resolve the “blind spots” in negotiation?
10. Closing the Negotiation:
    • Final and temporary closure situations.
    • Partial agreements.
    • The advantage of not closing in unfavorable conditions.
    • Managing timing and its significance in closures.
    • Recommendations on agreements.
    • Following up on agreements:
    • The true closure of the negotiation.

Who is it for?

Primarily, it is intended for anyone who needs to improve their personal and professional management in negotiation situations. It is also for those looking to begin the path toward professionalizing negotiation and, in general, for anyone who needs to deeply understand the dynamics and mechanics of negotiation between individuals, within organizations, and in all human groups they engage with.

This course is ideal for independent professionals, managers, and mid-level executives who want to manage their work, professional, and personal relationships more effectively and intelligently—especially their interactions across the organization (human resources, management control, quality management, marketing and sales, logistics, etc.). It can also be highly valuable for independent professionals, trainers, teachers, and mentors.

Its application extends to all fields of activity, without distinction, including those involved in international negotiations, providing them with a strong foundational framework for action.

Additional Tools:

Each course consists of concrete tools…s …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) to help participants expand their knowledge base on each topic covered in the classes.