Phil Riley, former Chief Executive, Chrysalis Radio, London
“Most executives think negotiation is a tit-for-tat hostile exchange, with one 'winner' and one 'loser'. The OPN programme shows conclusively why taking a different mind-set into the negotiating room can leave you with a better outcome, the opposite party with a better outcome, and both of you more likely to do profitable business together in the future."
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Benefits for the individual
You will learn a great deal about negotiation skills, how to analyse negotiation situations, and how to use research-based knowledge in the most effective ways. This is likely to change not only the way that you think about the negotiating behaviour of others; you may come to see yourself, your negotiating and bargaining habits, and your untapped potential in a very different light. This should help you in every situation in which negotiating is relevant – which is just about everywhere: in your job, in your personal, social and political commitments, in your family life, and in relationships with people in general.
At the end of the programme you will be better equipped to:
- Use the five skills of negotiation (information-gathering, decision making, persuasion, innovation and implementation/enforcement).
- Analyse complex negotiation situations to identify key interests, processes and relationships.
- Avoid costly errors in your own thinking habits and those of others.
- Use persuasion at the table, and operational capacities beyond the table, to alter situations and re-frame issues to support your goals and plans.
- Understand the roles that mediators and third parties can play in negotiations. Evaluate your own skills and develop a plan to reach your full potential as a negotiator.
Benefits for the organisation
Because you are likely to become a better negotiator and a better leader in negotiation situations, your organisation stands to benefit in innumerable ways. You are likely to become more adept at achieving consensus and harmony inside the organisation, and at obtaining better results on the outside as well – from clients, customers, suppliers, regulators, donors, the public at large, or any party or constituency that requires competent handling via negotiation. The skills that you will learn apply to all “shapes and sizes” of negotiations: whether there are few or many parties, whether the agenda is local, national or international, whether the tone is impassioned or impersonal, and whether the stakes are small or enormous.