Integrative & Distributive Negotiation

Quick look

Torc offers a 1 day negotiation training course aimed at helping participants gain awareness and practice with the principled-based negotiation model.

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Module Overview

The purpose of this negotiation training course is to introduce the theory and processes of negotiation as it is practiced in a variety of settings & is designed to be relevant to the broad spectrum of negotiation problems encountered. 

This negotiation training course will allow participants the opportunity to develop these skills experientially and to engage in negotiation, utilising a well-established analytical framework. The learning approach is based on ‘telling, showing and doing’ in order for each participant to progressively elaborate a more efficient personal negotiation method. 

Because this negotiation training provides a general approach to negotiation, it draws on examples from a variety of individual and organisational contexts. Likewise, the underlying principles incorporate ideas from a range of fields and disciplines, from economics and decision theory to psychology, organisational behaviour and law. 

Overall, this negotiation training course provides a background about integrative and distributive components of negotiation and exposes participants to the basics of interest-based agreements.  

Learning Outcomes

  • Understand the nature of negotiation from positional bargaining to principled agreement.
  • Gain awareness of the power dynamic in negotiations and the impact of real or perceived power discrepancies on the outcomes reached
  • Compare & contrast an integrative, or variable sum, negotiation with a distributive, or constant sum, haggle.
  • Explore the role played by both shared and conflicting interests in creating joint-gains.
  • Apply methods & tools to analyse and establish reality checks on one’s own and  counterparty’s BATNA’s & WATNA’s
  • Utilise a framework through which one may simultaneously expand the size of the pie while increasing one’s own share of the distribution.
  • Deploy a wide assortment of tactics to claim value or minimise one’s own concessions by changing the perceived zone of agreement (ZOPA).
  • Become a better analyst of one’s own & others’ positions, issues & interests in an negotiation.

Programme Content & Sequence of Elements

Introduction to the Negotiation Training Course
This module will kick off with the trainer and participants getting to know one another and discussing what will take place during the course. From the outset, students will be encouraged to identify their personal learning objectives.

Negotiation Training Fundamentals
Participants will explore the various scenarios of negotiation and identify the common elements arising, whether it involves labour-management disputes, landlord-tenant disagreements,  buyer-seller transactions, etc.

Positional Bargaining Training
The everyday haggling that takes place between a proprietor and customer over the price of an item, where each side starts with an extreme position and proceeds from there to make concessions to reach an eventual compromise provides one model of negotiation to be considered. This is often the default strategy people adopt when entering a negotiation.

Principled Negotiations Training
We next explore the model of Principled Negotiation, a more sophisticated construct, based on 4 fundamental principles: 1) separate the people from the problem; 2) focus on interests, not positions; 3) invent options for mutual gain; and 4) insist on objective criteria.

Positions, Issues & Interests
The need to carefully distinguish between positions, issues & interests will be discussed and regimens established to assist in gauging those of the other party as well as one’s own. Onwards, we will illustrate the concept of joint-gains: how we can use our knowledge of interests to create ideas for a deal that enable both parties to get what they want.

Integrative Vs Distributive Negotiation Training
The comparative advantages of cooperative versus competitive negotiation strategies is  illustrated. The tension between the urge to cooperate to create value and the urge to compete to claim individual advantage allows for extensive discussion of strategies for eliciting  cooperation without making oneself vulnerable.

Participants will be introduced to methods & tools to analyse and establish a reality check on their own and their counterparty’s BATNA’s & WATNA’s – providing estimates regarding probability of particular best, worst & mid-course outcomes.

Preparing for Negotiation
We’ll spend time emphasising how best to prepare for an actual negotiation. We’ll ask such questions as: What is our BATNA? What is Theirs? What are their major interests likely to be? What are ours? How do we make it as easy as possible for the other party to do what we want and hard for them to do otherwise?

Negotiation Simulations Training
Participants will partake in a negotiation simulations that pointedly illustrates:
a) the intra-team tensions that emerge in choosing between cooperating & competing
b) the danger of inadequately supported and self-fulfilling assumptions
c) the consequential difference between acting to constructively influence, as opposed to simply reacting
     to, the other side’s moves.   

This negotiation training course is suited for
Senior Managers, Middle Managers & Team Leaders

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