Generact Negotiation & Leadership Program
Frameworks, skills & strategies for building winning collaborations
Negotiation
Anytime we engage with others – whom we need – in order to alter a status quo, we are negotiating. Negotiation is a means to seek collaboration, a method for problem solving & implementing solutions, resolving disputes or conflicts (simple or complex). It may not always be formal. It may not always include a written contract, monetary returns, or an immediate objective payout, but we are negotiating. We encourage you to imagine it this way, and from this, see that life is a perpetual set of negotiations, whether negotiating with yourself or others.
Session Themes
Negotiation Strategy
Prepare to Negotiate
Conflict Management
Manage Tense Emotions
Aligning on Process
Interests & Motivations
Competitive Tactics
Multi-Issue Complexity
What's included?
During this 1-hr meeting, we will work with you together (1-on-1) to understand your negotiating context, discover your most important learning objectives for the program, and negotiation challenges you wish to overcome.
We’re in this together & our aim from the instructional side. is to personalize this training so that your individual goals can be achieved. It will require some effort on your part & ours and we approach this in the best way we know how.
Our aim is to create the opportunity for every single participant to improve their negotiated outcomes. Setting clear goals is a start.
During the first 2 days, we’ll learn by doing and take what we call a ‘negotiation bath’! 2 surprisingly fun & deeply insightful days, featuring 4 negotiation simulations for different negotiation contexts will get us off to a fast start with proven frameworks for:
- Negotiation Strategy
- Effective Preparation
- Process in Conflict Management
- Managing Complex & Emotionally Charged Situations
You’ll then be given a few weeks to take new learnings into the field, where you’ll put your new frameworks into play in your real-world context.
After checking in on real life progress & cross-learning from each other’s experiences in real negotiating contexts, we will focus on a few crucial moments in all negotiations:
- Process Setting
- Discovering Interests & Motivations
- Joint-problem Solving
The aim with these sessions is to learn how to successfully operationalize frameworks from Session 1 & 2. We’ll prepare for ‘live cases’ and put an emphasis on preparation, practice & feedback. Each participant will leave each session ready to dive into real life situations with new methods & approaches that feel more comfortable because of practice. Your results will begin to accelerate here.
Our 1-on-1 supportive coaching drills down to negotiation situations that are uniquely yours.
Learning negotiation skills & frameworks can sometimes be like trying to take a drink from a fireman’s water hose. There is simply so much your will learn in 4 short days! It will fly past like minutes. It is important to check-in and personally ‘land in’ concepts, models, frameworks and methods.
Consider a portion of your personal coaching meeting as a means “syncing up” or “getting in-step” with what’s been covered so far. It’s a chance to clarify key learning points, answering whatever questions you may have. Then it’s up to you. Typically participants come to coaching meetings with a focusing on an important ‘live case’ situation where they really want to do things differently and make a leap of progress.
Placement of this coaching meeting is recommended between session 3 & 4, but not a hard rule. You have the choice of when you would like your 1-on-1 coaching meeting.
We will, once again, check-in on real world progress & cross-learn from each others’s experiences. We then dive another Micro-skills Training Session focused on the important skill of Responding to Difficult Tactics. We’ll provide you with:
- Emotional Effects of Tactics
- Top 10 List of Most Common Competitive Tactics
- Logical & Effective Response Methods
This is a dynamic session of practice & feedback where participants prepare & train their skills in managing the most difficult tactics they expect to face in their upcoming ‘live cases’.
After lunch, we will engage in a complex, multi-issue scored negotiation simulation where participants have the opportunity to apply all skills & frameworks learn so far.
Visual data from the scored case will give each negotiator insights into their current strengths & areas for continued improvement in different parts/elements of negotiation. This is highly valuable feedback.
A second feedback measurement, taken at the conclusion of the negotiation, shows a commonalities & differences in perceptions between negotiating pairs in relation to the experience of Objective & Subjective Value during the negotiation. This is invaluable feedback, as most negotiators rarely get to hear what they did well or not so well with a counterpart.
Negotiation is life long, deep ocean of learning. In this 1-on-1 follow-up meeting, we will:
Part 1
- Explore some of your most important insights & learnings
- Discuss skills & frameworks you find easiest to apply successfully, and those most challenging or difficult to apply
- Help you set-up actionable plan for improvement
Part 2
- Share some feedback on keys strengths we’ve seen from observation over a number of sessions and interactions with you
- Share some observed areas for improvement to help you on your continued learning journey.
The Thomas Killman Conflict Modes Instrument (TKI) is an excellent profiling tool to assess our individual preferences when it comes to managing conflict (i.e when people’s needs in a situation differ). Learning about your ‘Conflict Modes’ is also learning about how your instincts guide you in a negotiation situation.
When we can gather insights & personal awareness about what behaviours we tend rely on stepping into situations where what parties want is different (often the case in negotiation)…we can learn how to adjust effectively.
Through this profile we will also gain important information on how others tend to behave, and how we can navigate, counter or match behaviours according to what the situation presents to us.
Its is all part of being a more reflective and purposeful negotiation practitioner.
Who should attend?
We are often asked “Who is this program is best suited for?
One aim we have with the Generact Negotiation & Leadership Program is to change participants’ perspective of what negotiation is, where it takes place, how often, and how much learning power there is in negotiation. We have the capability of altering outcomes in everyday conversations, commercial contexts, day-day leadership, in conflict situations and otherwise.
Historically, we have seen a wide-range of company functions participating since we started the program in 2013. Why? We all negotiate.
We see it ideal for: CEO’s, CFO’s, Controllers, Sales Managers, KAM’s, Business Developers, Partner Managers, Purchasing Managers, IT Managers, Product Managers, Project Leaders, HR, Process Leads, Agile Coaches, Quality Managers, Safety Managers, Brand Managers, Sustainability Leaders, Community Development Managers, Entrepreneurs, and, among others, Lawyers.
If your role is not listed above, simply take a look around at your daily context. Do you need to gain cooperation from others? Solve problems where there is more than just you involved? Have you ever been in conflicts that cause tension?
If you answered yes to any / all of the questions, chances are you’ll find high value in this program.
Team Discounts
Team participation compounds your negotiation outcomes, enhances relationships and increases teamwork between team members.
Next Program: 2025
April 23, 24 08:30 - 17:00
May 12 08:30 - 17:00
June 3 08:30 - 17:00
FAQ
Most frequent questions and answers
The key with any purposeful & high-level learning is to be present and participate fully. You are making a significant investment, and you’ll want it to pay off. This requires effective planning in advance. If you need to miss a session, due to emergency, or illness, it may be possible to attend the same session you missed without charge at a future program.
If there are no open programs on the immediate horizon, we can propose a ‘power catch-up’ at a discounted hourly rate.
Yes.
There are practical assignments to pursue. This is where your initial return on investment comes from. Moving from theory-to-practice is hard work, and while we provide space and time to do this during the sessions, the real practice comes in implementation. We put a strong emphasis on what we call a Triple-A Mindset: Apply-Apply-Apply. It is a hallmark of our methodology.
During sessions you will do simulations & training exercises, We’ll debrief those to reveal theoretical frameworks, and toolboxes & build skills through practice and feedback. The aim with training, however, is to translate it to results or improved outcomes in real life. In order to succeed in this, we apply the learning we invested in.
GOOD NEWS: all assignments are things you do every day…so you should not consider them extra work over an above what you are already doing. Instead, consider assignments as a way of doing – even more effectively – what you are already doing. Every day you negotiate. We’ll simply ask you to approach these negotiations with more intention, reflection, and preparedness. It’s where your return on investment starts to show up.
Yes.
One of the best ways to learn how to negotiate is to negotiate, and learn from what we do in any given negotiation. This is a proven learning method that can be categorized as a type of ‘experiential learning’. We experience ourselves & others in a context that we are unfamiliar with and we negotiate the situation with the skills and approaches we have available to us.
We like to call them unbiased situational simulations. Unbiased because the negotiation context is not a day-to-day case we see, or have pre-determined opinions about. It has nothing to do with us personally, yet it can reveal to us much about how we negotiate. We gain, often, deep self-insight and awareness in a safe environment with others who are also intent on learning as much as they can about how to negotiate with more confidence.
The learning is super fast & insightful because we gain a mirror of our own approaches, behaviours, and situational decision-making moves.
Just diving into a ‘role play’ or simulation is, itself, a powerful negotiation learning moment. Embracing the exercise is an act of collaboration and openness, where the substantive result or outcome is far less important than what the exercise and experience can teach us about negotiation.
We encourage you to dare to have a little fun & go for it during the simulations. Just be you. It makes the learning more rich & enjoyable!
This is a great question! The most important things to prepare are:
- Check/revisit your learning goals & negotiation challenges your experience. Every session will add to your toolbox to achieve your goals.
- Set a goal for your own participation. How will you approach this session? What do you most want to discover for yourself, given the session focus & objectives?
- Prepare any reports you need to do, associated with your real life negotiation experiences between sessions. Each session will have practical application assignments, and you’ll be given a heads-up on which one’s you’ll report on. You’ll also be given reminders & preparation materials.
- Prepare to be yourself and be open to dive into the learning.
Each session comes with a complete set concepts, tools, models, downloadable resources, and bonus video content.
A good way to look at it its like this:
- In your program feed on our website, all relevant visuals you see during the session (with the exceptions of agendas and special use slides) will be available in a ‘Course’ structure within our Learning Management System.
- Expect to see a session.by session structure that includes ‘Lessons’ (main learning themes), and ‘Topics’ (specific topics, tools, & models within a Lesson theme). Many of these topics have added subtext to refresh, and learn from.
- Assignments
- Outside of the main session-by-session content you’ll see bonus videos, the occasional quiz for added learning retention, and the odd challenge to pursue on your own time to add to own personal learning.
You will have direct access to your program content for one (1) year following conclusion of your program.
Programs range in size and can facilitate a maximum of 24 participants.
Variety of negotiating styles & different people from different functions, who think about negotiation differently, provides a broad real-world experience.
You won’t negotiate with the same person twice, meaning your comfort zone will be constantly stretched in a good way.
Cross-learning & networking via many professional people in the room provides an additional layer of value.
