Mastering the Mutual Gains Approach

• Deepen understanding of the Mutual Gains Approach.
• Analyze and anticipate the key factors contributing to negotiation complexity.
• Adapt effectively to complex challenges and evolving environments throughout the negotiation process.

• Enhance and refine my approach as a “principled negotiator.”
• Strengthen and elevate my level of expertise.
• Address the 10 key factors of negotiation complexity.

• All professionals, regardless of their sector of activity, who are required to negotiate as part of their role.
  We cover the full spectrum of negotiations whether commercial, financial, social, managerial, political, or even geopolitical.

1. Share Negotiation Experiences

• Pool the participants’ real-life negotiation experiences.
• Review successes and challenges encountered when applying the Mutual Gains Approach.
• 4 practical exercises addressing elements of negotiation complexity.
• Analysis of a current, complex negotiation case.

2. Refine Your Strategy

• Differentiate between the antagonistic/competitive approach and the problem-solving approach focused on mutual gains.

3. Apply a Systematic Preparation Approach

• Practice mastering preparation tools through a case with a high emotional component.

4. Build an Effective Relational Strategy

• Learn the six components of an unconditionally constructive relational strategy.

5. Optimize Agreements with Integrative Solutions

• Explore the five methods for generating mutual gains.
• Expand and multiply options before reaching a commitment

• Knowledge and skills assessment test

• Training based 80% on practical cases, with simulations followed by an analysis of processes in complex negotiations.