AGENDA

DAY 1 - OCTOBER 14
All Sessions Led by William Ury

7:45 AM-8:30 AM       WELCOME AND REGISTRATION

8:30 AM-10 AM          1. THE ANATOMY OF A NEGOTIATION
                                   • Why negotiation is the most important challenge for today's managers
                                   • How to measure the success of a negotiation
                                   • The negotiator's dilemma: Choosing hard or soft positional bargaining
                                   • Why negotiation is 20% bargaining and 80% learning
                                   • Negotiation in the Information Era
                                   • BREAKOUT: Balancing cooperation and competition

10 AM-10:30 AM       COFFEE BREAK

10:30 AM-12 PM       2. UNDERSTANDING THE CORE ELEMENTS OF A  NEGOTIATION
                                  • Separating people from the problem
                                  • The negotiator's most valuable skill
                                  • Keeping your eyes on the prize: Remaining focused 
                                  while sifting through the details
                                  • Discovering what the other side really wants
                                  • Building your negotiating power and maintaining control 
                                 at the bargaining table

12 PM-1:30 PM         LUNCH WITH WILLIAM URY

1:30 PM-3 PM           3. BREAKOUT: NEGOTIATION EXERCISE
                                   • Preparing for a negotiation with limited time
                                   • Rehearsing: A valuable technique
                                   • Learning from each negotiation

3 PM-3:30 PM          COFFEE BREAK

3:30 PM-5 PM          4. NEGOTIATION STRATEGIES THAT MAXIMIZE RESULTS
                                 • How to build a good relationship regardless of substantial differences
                                 • Why a good solution is not enough: Getting to conflict resolutions that last
                                 • Generating creative solutions for mutual gain
                                 • The power of silence in negotiations
                                 • Becoming a negotiation expert

DAY 2 - OCTOBER 15
All Sessions Led by William Ury

8:30 AM-10 AM        1. HOW TO SAY "NO" AND STILL GET TO "YES"
                                 • The test of leadership: Being able to say "No"
                                 • Why saying "No" is really saying "Yes" to what you want
                                 • How to uncover the "Yes" behind your "No"
                                 • How to back up your "No" with power
                                 • How to deliver a Positive "No"
                                 • How to manage the other's reaction
                                 • Offering a proposal that leads to "Yes"
                                 • BREAKOUT: Constructing your own Positive "No"

10 AM-10:30 AM       COFFEE BREAK

10:30 AM-12:30 PM    2. BREAKOUT: NEGOTIATION EXERCISE
                                 • Preparing for difficult negotiations
                                 • Dealing with difficult people
                                 • Internal and external negotiations

12:30 PM-2 PM         LUNCH WITH WILLIAM URY

2 PM-3:30PM             3. HOW TO GET PAST "NO"
                                 • Understanding why the other party is saying "No"
                                 • Inventing options to help the other party say "Yes"
                                 • What to do if the other party doesn't want to negotiate
                                 • How to respond to threats and personal attacks: Transforming conflict into agreement
                                 • Using the power of surprise
                                 • How to defuse suspicion and anger
                                 • How to negotiate when the other side is more powerful
                                 • BREAKOUT: Writing the other's victory speech

3:30 PM-4 PM          COFFEE BREAK

4 PM-5 PM               4.WRAP-UP AND ACTION PLAN
                                 • Incorporating negotiation into your action plan
                                 • Final remarks and conclusions
                                 • Open discussion