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Cramby River Consultants

Group Negotiation
A Half-Day Intensive Workshop

This workshop is a natural extension of Understanding Work Place Conflict and The Principled Negotiation Process workshops.

The principled negotiation process is useful for both groups and dyads, but the complexity of the dynamics involved differs significantly. When two people negotiate, the process basically remains between them. But when two groups negotiate, dynamics exist within each group, between the groups and oftentimes with external entities as well.

This workshop applies the concepts of principled negotiation to various group conflict situations. Participants will a practice skills in a facilitated negotiation of a conflict between two groups, followed by an outcome processing session.

Workshop Participants Will Learn:
* How to prepare for a group negotiation
* The basics of the principled negotiation
* The dynamics of intra and inter group negotiations
* How to recognize negotiations in process, even when negotiation was not the intent
* Tactics for improving the negotiation advantage

Who Should Attend?
* Anyone who wants added negotiation skills.
* Team leaders and members who interact with other internal and external groups regularly
* Program managers who must manage a high level of collaboration between cross-functional groups
* Human Resource professionals whose job it is to affect organizational changes through inter-group negotiations

Workshop Format
This is a highly intensive, highly participative, half-day workshop. Cramby River workshops are designed with the adult learner in mind, and provide as much experiential learning as possible. Didactic material is balanced with interactive exercises, including case studies that are based on real-world situations. In this way, important concepts are reinforced through active participation and relevant problem solving. Additional reference material is available to participants in the form of white papers, reprints, additional case studies and bibliographies.

Workshop Content
A Brief Review of Conflict and Resolution Strategies

Ideas of Principled Negotiation
* Interests and Issues
* Options and Alternatives
* Negotiation Conclusions

Typical Group Negotiation Situations
* Intra-organizational Interactions
* Customer Relations
* Acquisitions and Mergers

Relevant Group Formation Dynamics
* Group "Association" (The "we" and "they" problem)
* Internal and External Competition
* Balancing Group & Individual Interests

Roles in Negotiating Groups
* Group Roles
* Group Tasks

Agendas
* Unconscious Agendas
* Hidden Agendas
* Open Agendas

Strategies for Effective Group Negotiations
* Using Available Skills to Advantage
* Process Considerations
* Space Planning

Representation Considerations
* Constituents
* Stakeholders
* Bystanders

 

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