Title: The Negotiation Game

Objective: To develop a program to train executives in negotiation skills.

Imagine that you are a partner of Brain Consulting, a consulting firm that offers programs to
develop the soft skills of negotiation in international executives. Your director assigned you
the project because he knows you took a course on the topic and is aware that this tendency
has revolutionized the negotiation discipline.

He tells you that the office received a request for 20 high level executives to be trained. They
will eventually be going to the Asia Pacific region and he asks you to design a custom-made
program for this specific profile. These executives will negotiate will their peers in the region,
all of whom have very aggressive negotiation profiles and are very susceptible and intolerant
of ideas that conflict with their interests. Their mastery of English is acceptable, but the
vocabulary of technical terms is different, and this lays the foundation for communication
barriers that would also include a cultural factor.

However, there is not usually pressure to achieve quick agreements, and there are
opportunities to reflect and prepare offers during several weeks at times, and sometimes
even months to arrive at agreements. Long term relationships of trust are what the companies
value.

Answer:

• Name and description of the program (to whom is intended for, profile of the participant,
main challenges, general objective of the program, program duration, etc.).

Name: To a successful negotiation

Description: Develop soft skills for international executives involve in negotiation

Profile of the participant: Chief Executive, International Negotiators, Business Administrator,

Chief Procurement Officer, …

• Define the topic list of your program and the objectives of each topic.

Topics:

1. Plan your negotiation strategy

2. Prepare your negotiation
a. Position-based or interest-based?
b. Cross-cultural negotiation
c. Handle ethical issues
d. Make a deal
3. Close the deal: create a successful deal
4. Practice your negotiation skills
• Explain how you will manage the specific needs of the language for the cultural factor.

The first thing is to evaluate the cultural gap with the gap analysis tool to identify how their own
style differs from that of the other party, it is important to keep in mind that there are variations
within each culture, it is necessary to investigate how actions can be avoided that are offensive
to other negotiators.

For the technical terms the best thing is to design practical exercises including this vocabulary,
this will make the executives aware of the technical terms and relate to them, so that when they
are in negotiations with the other parties they will be more familiar with these terms.

• Explain how you will manage the specific needs of the time to set agreements.

Time is always important and hence the relevance of preparing the negotiations, so the most
important thing is to plan the negotiation strategy, it will be necessary to clearly define what the
objectives are and always consider that the BATNA and ZOPA of each negotiator should be
constantly adjusted during negotiation.

• Explain generally the dynamic of the program of the ways to participate, explain the topics,
the application, etc.

The course will not only be theoretical, it must be a practical course with constant participation,
therefore it must be an interactive course that explores the ways in which each person
negotiates in order to increase the negotiator's skills.

Checklist Yes No

1. It is included the name and description of the program (to whom is intended x
for, profile of the participant, main challenges, general objective of the
program, program duration, etc.).

2. It is defined the topic list of your program and the objectives of each topic. x
3. It is explained how the specific needs of the language for the cultural factor x
will be managed.

4. It is explained how the specific needs of the time to set agreements will be x
managed.

5. It is explained generally the dynamic of the program of the ways to x

participate, explain the topics, the application, etc.