Strategic Negotiation Course: Mastering Influence, Strategy, and Results

Overview

The 2-day Strategic Negotiation Course: Mastering Influence, Strategy, and Results is directed at attorneys and business professionals and will focus on two key skill sets:

(i) value optimization and
(ii) managing the “human dynamics” in negotiation that often inhibit or obstruct value generation. 

The course is highly interactive with participants engaged in goal-setting, preparation, process design, and conduct of negotiation in both bilateral and multilateral settings. Throughout the two days, participants will negotiate with each other, as well as observe and engage with the two experienced facilitators. The aim of the training is to equip participants with a toolkit of pragmatically useful frameworks and techniques to help them refine and enhance their existing repertoire of in-the-moment action skills in negotiations and other challenging interactions.

Participants will learn and practice deploying tools and techniques for generating successful outcomes when faced with difference or pushback, standing firm under pressure, dealing with difficult tactics/behaviors of counterparties, and other day-to-day negotiation challenges. The training will help participants diagnose what is making them feel uncomfortable in a negotiation, and then to choose from a range of possible actions to engage the challenges proactively rather than reactively. The training will stress strategic leadership and process management; the importance of not letting negotiation passively “happen to you.”

The training is being delivered by two experts in international and domestic negotiations with more than 50 years of combined experience in both negotiation training and advisory consulting to private sector and public sector clients in more than 55 countries across the globe.

Registration

Given the interactive nature of this course, participation will be limited to 38 individuals. Register now to ensure your spot in the course.

• $1,900 – Regular Registration Fee
• $1,700 – IEL Advisory Board Members
• $1,700 – IEL Young Energy Professional Members
• $1,700 – IEL Supporting or Sustaining Member Employees
• $1,700 - SWIICL Academy Alumni
• $1,700 - SWIICL Member Employee

Faculty

Eric B. Henry (Full Bio)
Co-Founder & Partner, CMPartners LLC
Board Member, The Bridgeway Group

Mr. Henry leads CMPartners’ practice in Washington, D.C. He conducts workshops on negotiation strategy, joint problem solving, and communication mastery and acts as an advisor to one or several parties to a negotiation or dispute. Mr. Henry has worked in a wide variety of settings in North America and in more than 55 countries throughout the world, in both the private and public sectors, including global companies in the financial services, oil and gas, pharma, technology, defense, professional services, manufacturing, logistics, and consumer products industries.

Elizabeth McClintock (Full Bio)
Executive Director, The Bridgeway Group
Co-Founder & Partner Emerita, CMPartners, LLC

Elizabeth McClintock, Ph.D. is Executive Director of the Bridgeway Group and Co-founder and Partner Emerita of CMPartners LLC. Liz has over 30 years of experience offering consulting services to and designing and implementing negotiation, conflict management, and leadership training programs for both public and private sector organizations around the world. In her work, Liz has advised the US government, the Swiss government, the UK government, the World Bank, and various United Nations units, including the Office of the Special Adviser of the Secretary General to Burundi. In her private sector work, Liz has worked with Boeing, Chevron (in the US and France), Barry Callebaut, and Kraft Foods, among other clients.

Liz is an Adjunct Assistant Professor of International Negotiations at The Fletcher School (Tufts University) and a Lecturer on Law at Harvard Law School. She worked as an Adjunct Lecturer at the Johns Hopkins University School of Advanced International Studies (2015-2022).

Schedule

Wednesday, September 17

8:00 a.m. – Check-In

8:30 a.m. - Understanding our Negotiation Partners

Module 1: Introduction & Purposes
(Format: Work in Pairs)

The welcome session will allow participants to introduce themselves and allow the facilitators to frame the course.

Module 2: A Framework for Understanding & Managing Stakeholder Interests
(Format: Presentation, Plenary Video Analysis & Role Play Exercise)

Participants will explore how to ascertain stakeholder interests and design a process for option generation and decision-making that manages a complex number of common, differing, and competing interests. Participants will then apply this learning through video analysis and role play, practicing how to frame and respond to varying stakeholder interests and to influence a range of constituencies.

Module 3: Structured Preparation & Application
(Format: 1-on-1 Negotiation & Plenary Debrief)

Participants will bring together the theory and tools presented in the preceding module and apply them in a simulation.

Noon – On Your Own for Lunch

1:00 p.m. - Building the Negotiation Container

Module 4: Application Session
(Format: Presentation, Small Group Work & Role Play Exercise)

Participants will apply their preparation to a live-action negotiation process. As relevant, participants will explore how the 5 Core Concerns influence their ability to be persuasive and will use The Ladder of Inference Tool to enhance their influence skills.

Module 5: Influence and Persuasion Mapping
(Format: Presentation & Small Group Work)

Building on the skills developed in the morning, participants will review stakeholder mapping strategies, including identifying relevant stakeholders, their interests, and their perspectives and use that information in preparation for the multiparty simulation on Day 2.

5:00 p.m. – Adjourn Day 1

Thursday, September 18

8:30 a.m. - Managing Multi-party/Multi-issue Negotiations

Module 6: Understanding and Conducting Complex Multiparty Negotiations
(Format: Small Group Work & Multiparty Simulation)

Participants will bring together the theory and tools presented in the preceding modules and apply them to a multiparty simulation. The simulation will be chosen based on insight gained from participants during the diagnostic process. In the simulations, participants must manage both vertical integration challenges within their respective organizations, as well as collaborate effectively across sectors to achieve a successful outcome.

Noon – On Your Own for Lunch

1:00 p.m. - Problem Solving for Sustained Action

Module 7: The Four Quadrant Tool
(Format: Presentation, Small Group Work & Plenary Debrief)

Participants will be presented with a straightforward tool to facilitate both brainstorming of and decision-making for joint action. They will then work at tables to diagnose a real-life challenge. Through analysis, discussion, demonstrations, practice in pairs, role-playing, and group coaching, participants and instructors together will construct the most effective advice on how to handle the challenges identified during the Four Quadrant brainstorming session.

Module 8: Wrap-up & Close
(Format: Individual Work & Plenary Discussion)

Each participant will have the opportunity to develop a plan to enhance their own skill development going forward.

5:00 p.m. – Adjourn

Other Information

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