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Expand The Pie
Maximize negotiation value by creating positive outcomes for all parties
 Program Benefits
Expand The Pie, from Accordence, is a fast-paced, highly interactive program in which participants improve their negotiation skills and their ability to achieve successful agreements. Participants develop a negotiation mindset that creates as large a set of positive outcomes as possible for all parties involved. They come to understand negotiation as joint problem solving that requires understanding other parties' needs and concerns, and learn to generate innovative solutions to satisfy those needs. Based on The Negotiation Fieldbook (McGraw-Hill), by Grande Lum, Expand The Pie uses proven tools and strategies for developing the kind of collaborative negotiations that deliver the most long-term value. At the core of the program is the proven Accordence ICON Negotiation Framework, used to prepare, conduct and review negotiations. This is integrated into a simple, powerful 4D Negotiation Strategy for understanding and planning negotiation phases. After Expand The Pie, your executives, managers, team leaders, and other professionals will be able to:
- generate more innovative solutions that satisfy all parties' needs
- apply a consistent, proven framework and approach to all negotiation challenges
- foster a more collaborative, less divisive culture that values the success of all parties rather than acquiescence to a single point of view
- identify key interests, both their own and those of other stakeholders
- foster creativity and trust to reach optimal solutions
- use objective criteria to develop consensus in spite of conflicting views
- strengthen relationships both inside and outside your organization so parties can negotiate future agreements more effectively and efficiently
Program Description
Expand The Pie participants learn to focus not on increasing their number of negotiating "wins," but rather on negotiation as joint problem solving that requires an understanding of all parties' needs and concerns. Participants learn an ICON Negotiation Framework for helping negotiation participants move away from confrontation and toward collaboration. The framework focuses on four essential components — Interests, Criteria, Options, and No-Agreement Alternatives. Participants use the framework to learn how to:
- deftly probe for Interests
- use Criteria to understand and persuade rather than bully
- brainstorm for Options without the positional habit of focusing on only one option
- identify No-Agreement Alternatives to consider actions to take if no agreement is reached
Participants integrate this framework with a simple, powerful 4D Negotiation Strategy which enables them to create an efficient negotiating Design, Dig for interests, Develop options, and Decide on the best agreement. Participants apply these analytical and preparation tools to their specific work challenges, test their assumptions and personal negotiating style, experiment with alternative possibilities, and act as advisors to each other. They leave the workshop with new uses for the principles and tools back on the job, and new ways to manage working relationships outside and inside their organization for increased negotiation success.
Implementation/Customization
Expand The Pie is a two-day program appropriate for groups of 24 to 150. Negotiating cases are customized to address your organization's specific goals and current negotiation challenges. To reinforce learning, each participant receives a copy of Accordence's book, The Negotiation Fieldbook, which mirrors the content and progression of the Expand The Pie workshop.
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