Negotiation Skills Training September 2013 Introduction, Syllabus & General Information

Skillful negotiation is an essential component of the legal aid and public interest law practitioners toolkit. Through the Shriver Centers web-based Negotiation Skills training, lawyers and advocates sharpen their existing skills and deepen their knowledge of interestbased negotiation. Based on the Harvard Negotiation Programs interest-based negotiating framework, this course immerses you in practical exercises designed specifically for equal justice advocates. You will apply the framework to a series of negotiation exercises and learn the micro-skills behind the seven elements of effective negotiation. Through exercises, feedback, multimedia presentations and discussion, participants will practice systematic preparation and effective conduct of challenging negotiations. The result? You will be both a confident and principled negotiator and maximize the potential for favorable agreements for your clients. Course Structure: The Negotiation Skills training includes pre-training activities during the week of September 9 plus approximately 12 hours of learning activities over three days during the week of September 16. During the pre-training week, participants engage in a number of self-paced activities including a tour of the online campus, a pre-training assessment, pretraining reading assignments and participant and faculty introductions through the online course site. During the course training week, participants engage in five webinars and several small group activities; they also conduct and receive feedback on three negotiations. Learning Objectives as a result of participating in the Negotiation Skills training, you will be able to: Identify your preferred negotiation style and the style of the other party Describe the seven elements of problem-solving negotiations. Demonstrate problem-solving negotiation skills, which include: o describing your BATNA o identifying interests behind the positions of the parties o responding to positional statements with inquiries or statements about interests (yours or theirs) o responding to personal attacks by focusing on the problem before the parties o generating options to resolve the dispute and seek mutual gain o raising legitimacy criteria when reviewing options raised on both sides o achieving a resolution of the issues through a combination of problem-solving and positional bargaining Describe the stages of a typical negotiation
1 Negotiation Training - Course Syllabus

Sargent Shriver National Center on Poverty Law

Negotiation Skills Training Syllabus & Calendar of Activities

Describe the preparation steps for a problem-solving negotiator Illustrate the preparation steps required for the early information bargaining stage of a negotiation Identify at least three skills that you want to improve when applying problem-solving negotiation in your work setting

Time Commitments: This training involves a significant time commitment. Since the training takes place over three days during the week of September 16 (Monday, September 16, Wednesday, September 18 and Friday, September 20), it is essential that you clear your schedule for the times outlined below so you can participate in all activities. This is particularly important since many of the activities involve small groups and paired exercises that require involvement of all participants.
Pre-training Week of September 9 4 hours* Self-paced activities Day One Monday, September 16 5.5 hours 11:30 am - 5:00 p.m. ET Day Two Wed., September 18 4.5 hours 12:30 - 5:00 p.m. ET Day Three Friday, September 20 2.5 hours 1:00 - 3:30 p.m. ET

One 30 minute-break One 15-minute break

Two 15-minute breaks.

*Note: The four hours include reading the assigned text Getting to Yes. We strongly recommend that you purchase the book as far in advance of the course as your schedule dictates so youll have plenty of time to read it before Day 1- September 16th. Overview of Activities: Following is a list of all course activities. There is also a copy of this document on the course website. You can access the more detailed information about each activity by clicking on the activity name on the course home page. You should always read this detailed information before beginning an activity. If you have any questions as you proceed with any of the assignments, please call or email Terrance ONeil, terranceoneil@povertylaw.org at 617-946-4672 x 248 or Jaime Roosevelt, jaimeroosevelt@povertylaw.org at 617-946-4672 x 243. We want you to have a great experience with this course and we are at your service to respond to any questions or issues that arise. If you run up against technical problems or challenges with the course site, please feel free to contact us. NOTE: All times are Eastern Standard (EST).

Sargent Shriver National Center on Poverty Law

Negotiation Training - Course Syllabus

Negotiation Skills Training September 2013

Pre-Training Activities to Complete During the Week of September 9, 2013 (4 hours): Due Date By Wed., Sept 11 By Wed., Sept 11 By Mon., Sept 16 By Fri., Sept 13 Activity Activity 0-1: Get Acquainted with Online Course Site. Participants view several tutorials that acquaint them with the online course platform and various tools for navigating and completing course activities. Activity 0-2: Complete Pre-training Survey. Participants complete the pre-training survey, which provides the training team with information about participants prior experiences and aspirations for the training. Activity 0-3: Read Getting to Yes and Other Resources. Participants read Getting to Yes and other suggested resources. Activity 0-4: Introduce Yourself. Participants introduce themselves by responding to questions posted in the Activity 0-4 discussion forum. Time 30

15 180 15

Day One Activities: Monday, September 16, 2013

Schedule 11:30 a.m. 12:00 p.m. Activity Activity 1-1: Conduct Negotiation 1. With an assigned partner, participants conduct an initial negotiation involving a potential car sale between a buyer and seller. Following the negotiation, the Buyer will post the results to the survey monkey link within Activity 1-1. We will review these results during Webinar 1. Activity 1-2: Participate in Webinar 1. In the first webinar, we debrief the first negotiation and introduce the seven elements framework with a specific focus on interests v. positions. We also review suggested communications skills for responding to statements of position with the goal of uncovering the other sides interests. Break Activity 1-3: Participate in Webinar 2. In the second webinar, we model and practice the Positions to Interests exercise. We then introduce stages of the negotiation and negotiation styles; we also explore the seven elements of the principled negotiation framework in more depth. Finally, we provide instructions for the next two activities which involve preparing for and conducting the second
3

Time 30

Forum Pairs by phone

12:00 1:00 p.m.

60

Large group via Adobe Connect

1:00-1:30 1:30 2:30

30 60

Large group via Adobe Connect

Sargent Shriver National Center on Poverty Law

Negotiation Training - Course Syllabus

Negotiation Skills Training Syllabus & Calendar of Activities Schedule 2:30 3:15 Prep Alone 3:15 3:45 group 3:45-4:00 4:00 5:00 Activity Time 45 (alone) Forum Small groups by phone

On your own

negotiation. Activity 1-4: Prepare for Negotiation 2. Negotiation Two involves a dispute between a landlord and tenant. In this activity, participants prepare for Negotiation Two, initially working alone and then meeting by conference call with others assigned to represent the same party. Break Activity 1-5: Conduct Negotiation 2. Participants meet in their assigned groups, with two participants conducting the negotiation and two others serving as observers. Those serving as observers in this negotiation will practice conducting a negotiation during Activity 2-5. Activity 1-6: Complete Day One Evaluation. Participants complete the Day One evaluation.

30 (group) 15 60 Groups of 4 by phone 10 On own via online course site

Day Two Activities: Wednesday, September 18, 2013 Schedule 12:30 1:00 Activity Activity 2-1: Participate in Webinar 3. In this webinar, we review results achieved through Negotiation Two and debrief participants experiences conducting it. We then review concepts and strategies related to additional elements in the negotiation framework: options, legitimacy criteria, and commitments. Activity 2-2: Generate Options & Legitimacy Criteria. Participants meet in small groups to practice generating options and legitimacy criteria for resolving the landlordtenant dispute. Break Activity 2-3: Participate in Webinar 4. In this webinar, we debrief the generating options/criteria exercise, and then introduce the concept of information bargaining and ethical issues that arise in this context. We also review instructions for conducting the third and final negotiation. Activity 2-4: Prepare for Negotiation 3. Negotiation Three involves a dispute between a homeowner and a bank. Participants are again divided into groups of 4 with two participants assigned to roles as homeowner and banker
4

Time 30

Forum Large group via Adobe Connect Small groups by phone Large group via Adobe Connect Small groups by phone

1:00 1:30

30

1:30-1:45 1:45 2:15

15 30

2:15 3:00 Prep Alone 3:00-3:45

45 alone 45

Sargent Shriver National Center on Poverty Law

Negotiation Training - Course Syllabus

Negotiation Skills Training Syllabus & Calendar of Activities Schedule Group 3:45 4:00 4:00 5:00 By end of day, 9/18 Activity and two others serving as observers. Break Activity 2-5: Conduct Negotiation 3. Participants meet in their assigned groups to conduct Negotiation Three. Activity 2-6: Complete Day Two Evaluation. Participants complete the Day Two evaluation. Time group 15 60 10 Forum

Groups of 4 by phone On own via online course site

Day Three Activities: Friday, September 20, 2013 Schedule On your own in advance of Activity 3-2. 1:00 2:00 Activity Activity 3-1: Review Difficult Negotiations Videos. In this session, participants view videos of two difficult negotiations and identify: factors that made these negotiations difficult; and suggested strategies for engaging more effectively in such circumstances. Activity 3-2: Webinar 5. In this final webinar, we debrief the third negotiation and discuss tips for dealing with difficult negotiators and breaking negotiation impasses. We also review potential action steps we can take individually and as a group to continue to strengthen our negotiation practice. Activity 3-3: Assessment & Action Planning Participants review the negotiations skills self-assessment completed at the beginning of the course, reflect on what they have learned during the course and then identify concrete action steps they will commit to in order to continue refining their negotiations skills. Activity 3-4: Complete Day Three Evaluation. Time 30 Forum On own via online course site

60

Large group via Adobe Connect On own via online course site

2:15 2:45

30

2:45 3:00

15

On own via online course site

Sargent Shriver National Center on Poverty Law

Negotiation Training - Course Syllabus