Sustainable Negotiation Strategy Analysis and Development
Number of Participants
up to 12
English or German
To negotiate means to develop solutions. Their impact has to be sustainable and they must be supported by all parties involved. The ability to make interconnections of the interests and positions visible facilitates the preparation as well as development of sustainable and meaningfull negotiation solutions.
By using design thinking and negotiation theory principles, the participants at will learn how to ‘map’ the position and interests of all parties involved and develop sustainable negotiation solutions. In a pre-developed scenario, the participants will use ‘personas’ and ‘organisationas’ to analyse the values, aims and goals as well as positions and interests of all stakeholders involved. This will enable them to develop coherend negotiation strategies as well as solutions for each stakeholder.
Lawyers, negotiators, politicians, managers, public relations experts and consultants, who would like to improve their negotiation stratgies by developing sustainable solutions for all stakeholders involved.
This workshop uses various methodologies, studies and practical knowledge from Design Thinking and Negotiation Theory as inspiration. This allows to provide a broad set of knowledge, insights and skills to the participants, such as:<
- The negotiation theories of the Harvard Business School as developed by Fisher und William Ury, summarized Getting to Yes: Negotiating an Agreement Without Giving in
- Ways of thinking about the development of user-orientated solutions in Design Thinking as outlined by Tim Brown in Change by Design: How Design Thinking Transforms Organizations and Inspires Innovation;
- Studies of Richard Lewis about intercultural communication and negotiation, summarized for example in When Cultures Collide: Leading Across Cultures and When Teams Collide: Managing the International Team Successfully by Richard D. Lewis