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  • Difficult Negotiation Tactics | Advanced Negotiation Training - MWI
    how to identify and handle difficult situations and behaviors involving clients vendors colleagues strategic partners and even family members Through interactive role plays and case studies which may be tailored to speak to your organizations needs and context participants will learn how to apply a systematic framework that helps them to uncover underlying interests analyze differing perceptions and build more effective communication skills such as interactive listening This course will provide participants with a working language that will allow them to deal productively with difficult tactics behaviors and situations and how to manage emotions effectively when negotiating Topics Covered Emotions in Negotiation Negotiation Styles Decision Making Styles Power Imbalance and the Tensions of The Negotiator Dilemma Identity and The Five Core Concerns The Tension of Empathy versus Assertiveness Perceptions and The Ladder of Inference Hard Bargainers and Getting Past No The Tension of Dealing through Agents Tools To Deal With Risk How to Say No and Still Maintain The Relationship Skills to Overcome Impossible Structural Barriers For more information about creating a customized advanced negotiation workshop for your organization please contact Chuck Doran Senior Negotiation Trainer at This email address is being protected from spambots You need JavaScript enabled to

    Original URL path: http://www.mwi.org/custom-negotiation-training/difficult-negotiation-tactics.html (2016-02-12)
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  • Collaborative Leadership | Decision Making And Negotiation Skills - MWI
    when the leader does not have the authority to mandate compliance MWI s Collaborative Leadership Influence and Decision Making workshop elements provide participants with proven tools and frameworks to accomplish these goals This highly interactive and tailored program will utilize case studies gathered in the pre workshop diagnostic surveys and each participant will leave with personal action plan to implement following the workshop In addition this workshop will also help participants shift from a tactical to a strategic approach when grappling with complex situations decisions or strategic issues and direction Key Learning Objectives Understand strategic systems thinking and why is it important as a leader Distinguish strategic thinking from strategic planning Leading and influencing without authority Externalize thinking so that others can see the big picture make connections and test ideas Describe the believes and experiences that inform their ideas Inquire effectively in to the thinking of others while advocating effectively for their own ideas Finding alignment around the mission Build agreements based on insights conclusions and paths forward Apply key strategic thinking skills to their work with others Planning and managing effective meetings Transfer strategic thinking goals to others Assess their own strategic thinking strengths and short comings For

    Original URL path: http://www.mwi.org/custom-negotiation-training/collaborative-leadership-decision-making-and-negotiation-skills.html (2016-02-12)
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  • Effective Negotiation | Negotiation Skills - MWI
    as well as mentor and build the capacity of others to negotiate effectively Built on MWI s extensive experience at training trainers this program is provides participants with proven tools and frameworks to become a negotiation mentor and to train others in negotiation This highly interactive and tailored program will utilize case studies gathered in the pre workshop diagnostic surveys and each participant will leave with personal action plan to implement following the workshop Organizations have realized the benefits that come with investing in negotiation preparation and training and participants will help track specific metrics to measure the Return On Negotiation Topics Covered How Organizations Make Decisions Internal and External Negotiations Approaches to Assembling and Selecting Negotiation Teams Negotiator Authority and Negotiation System Design Stakeholder Coordination and Overcoming Differences Alternative Dispute Resolution Overview and Options Mediation and Facilitation Skills Overview Dispute Resolution System Design Development of Negotiation in a Learning Organization Instruction of Negotiations and Learning Process Theory Role Play Coaching Tools How to become a Negotiation Expert Mentor Tracking Results and Measuring Return On Negotiation For more information about creating a customized advanced negotiation workshop for your organization please contact Chuck Doran Senior Negotiation Trainer at This email address

    Original URL path: http://www.mwi.org/custom-negotiation-training/effective-negotiation-negotiation-skills.html (2016-02-12)
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  • Advanced Negotiation | Refresher Programs - MWI
    Training Team Click on a name or picture for more information Michael Dickstein Chuck Doran Michelle Wecksler Matt Thompson Justin Wright At MWI we realize that what participants learn from our Advanced Negotiation and Leadership Workshops are enhanced over time by continuous learning and improvement This is achieved through practice coaching and regular refresher development sessions Over time it has been our experience that clients want certain topics to be revisited due to developments or changes in the environment or due to the issues that are surfaced with the practical application that is occurring within the organization These short half day one day or two day refresher sessions are typically planned around a particular event or topic as per the client s need and using the client s own experiences as a reference For clients that have undergone MWI s Negotiation Workshops we offer customized refresher sessions Each session may focus on one or few of the following topics depending on the needs of the client Negotiation Styles Relationship Mapping Maintenance Productive Communication and Active Listening Practical Tools for Analysis Preparation and Review Mutual Gains and Complex Deal Design Skills for Dealing with Difficult Tactics Emotions in Negotiation Power Imbalance and the Tensions of The Negotiator Dilemma The Tension of Empathy vs Assertiveness Perceptions and The Ladder of Inference Hard Bargainers and Getting Past No How to Say No and Still Maintain the Relationship Decision Making Leadership Behavior Approaches for Planning Managing Effective Meetings Multi Party Negotiations How Organizations Make Decisions regarding Internal and External Negotiations Approaches to Assembling and Selecting Negotiation Teams Negotiator Authority and Negotiation System Design Stakeholder Coordination and Overcoming Differences Alternative Dispute Resolution Overview and Options Mediation and Facilitation Skills Overview Dispute Resolution System Design For more information about creating a customized advanced negotiation refresher program

    Original URL path: http://www.mwi.org/custom-negotiation-training/advanced-negotiation-refresher-programs.html (2016-02-12)
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  • Negotiation Assessment | Negotiation Skills - MWI
    clients written procedures and guidelines for negotiators and supporting roles as well as the decision making process and authority within the various groups of the organization Additional sessions are scheduled with one or more key executives and leaders to further help refine the process In order to compare the actual dynamics to the written procedures the MWI team will conduct both an online survey and in person interviews with selected participants in coordination with the client Later we will ask all workshop participants to complete a tailored online diagnostic questionnaire In the past this Assessment phase has proven very valuable in determining the various conflicts that exist within an organization opportunities for improved alignment as well as the context in which the individuals will apply future new learned skills thereby increasing the chances of learning transfer and application These diagnostic questionnaires and meetings provide the future instructors with a better understanding of the challenges team members face and a broader understanding of their overall negotiation development goals The final product of the Assessment is an Assessment Report that includes specific observations and recommendations This report provides the foundation for future development activity and workshops and also includes particular organizational development

    Original URL path: http://www.mwi.org/negotiation-services-negotiation-skills/negotiation-assessment-negotiation-skills.html (2016-02-12)
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  • Negotiation Coaching | Negotiation Skills - MWI
    challenge or preparing for an upcoming negotiation with the goal of maximizing value and maintaining relationships The MWI coach will apply advanced negotiation theory to the actual case and under the real time real world pressures of the customer MWI Negotiation Excellence Coaches have practical real world experience negotiating with and for corporations from Fortune 500 clients to start up ventures have the mediator s perspective on resolving difficult situations have typically served as instructors at Harvard and have mentored many groups and individuals to success MWI s customized negotiation coaching and consulting services are designed to effectively and deeply get the customer to utilize the concepts used in MWI s Negotiation Workshops Individual negotiators and teams will meet with the MWI coach in person over the web and or by phone to accomplish topics such as Design an overall strategy and approach for their upcoming negotiation s and negotiations in general Review the internal factors effecting negotiation and the ability to negotiate effectively Increase confidence and comfort with the negotiation process skills and tools Incorporate advanced negotiation topics such as dealing with difficult behaviors situations and emotions collaborative leadership and decision making negotiations system design and complex multi party

    Original URL path: http://www.mwi.org/negotiation-services-negotiation-skills/negotiation-coaching-negotiation-skills.html (2016-02-12)
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  • Negotiation Preparation | Negotiation Skills - MWI
    theory to actual value creating practice and to using practical real world negotiations as anchors for the individual or organizational learning MWI Negotiation Excellence Coaches have typically served as lecturers and instructors at Harvard have practical real world experience negotiating with and for corporations from Fortune 500 clients to start up ventures have the mediator s perspective on resolving difficult situations and have mentored many groups and individuals to success MWI s customized negotiation preparation services are designed to help participants utilize the concepts from MWI s Negotiation Workshops to prepare for key upcoming negotiation s Individual negotiators and teams will meet with an MWI consultant in person over the web and or by phone to Design an overall strategy and approach for their upcoming negotiation Consider all angles of the negotiation including that of the client customer negotiating counterpart Generate analyze and evaluate options and ideas in the interest of establishing a mutually beneficial relationship and reaching a resolution that maximizes value for all parties Recognize areas for further research in an effort to prepare as thoroughly as possible Increase confidence and comfort with the negotiation process Think through potential roadblocks unanticipated responses or otherwise difficult behavior from the other side and within your own team Conduct a negotiation review to be used as a learning anchor and an opportunity to apply change management to the individuals and teams Typical preparation sessions vary from hours to days at a time and can be held on site or via phone web conferencing Time permitting MWI recommends boosting the engagement with negotiation training and coaching well ahead of the actual negotiation In this way participants will have ample time to learn and practice the concepts as well as to utilize them to the best of their ability in an effort achieve

    Original URL path: http://www.mwi.org/negotiation-services-negotiation-skills/negotiation-preparation-negotiation-skills.html (2016-02-12)
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  • Negotiation System Design | Negotiation Skills - MWI
    and better deals renegotiate existing deals and resolve issues that are in dispute with current relationships over existing agreements MWI s role is to provide organizations with a systematic approach to negotiation by investing in negotiation preparation and training and tracking specific metrics to measure their Return On Negotiation MWI s goal is to help organizations understand their own negotiation strengths and weaknesses and then work with the organizations leaders and mangers to chart a path that will empower them to shape the organization s negotiation practices and to achieve superior results Topics Covered How The Organization Make Decisions Internal and External Negotiations Policies and Practices Approaches to Selecting and Managing Negotiation Teams Negotiator Authority and Reporting Stakeholder Coordination and Overcoming Differences Negotiation Learning Process and Knowledge Negotiation Preparation Debrief Review Tracking Results and Measuring Return On Negotiation Below please a sample of MWI s Negotiation Skills Training Team Click on a name or picture for more information Michael Dickstein Chuck Doran Audrey Lee Monica Parker Justin Wright For more information about advanced negotiation consulting for yourself or your organization please contact Chuck Doran Senior Negotiation Trainer at This email address is being protected from spambots You need JavaScript enabled

    Original URL path: http://www.mwi.org/negotiation-services-negotiation-skills/negotiation-system-design-negotiation-skills.html (2016-02-12)
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