Mastering the Deal: Advanced Negotiation Strategies for Government Leaders
Course Overview
This comprehensive program, led by a Harvard-certified instructor, is designed to transform you from a capable dealmaker into an expert negotiator. The ability to structure and execute complex negotiations effectively is crucial in today's dynamic environment. This dynamic program goes beyond basic negotiation tactics, delving into strategic planning and systematic thinking.
In Module 1 of the program, you will learn how to spot and manage your cognitive biases. By leveraging proven conceptual models, you will gain clarity to make more informed decisions about multi-stakeholder deals. In Module 2, you will enhance your emotional self-control and approach even the toughest counterparts with composure and focus under pressure. In Module 3, you will also master the art of political nuance, ensuring the right negotiating team is assembled for success. Finally, in Modules 4 and 5, you will handle communication issues with ease, while remaining attuned to emerging trends.
By adopting the advanced negotiation mindset, you will confidently lead your teams through complex negotiations, enhancing their skills and fostering a culture of negotiation excellence within your organization. During the session, you will have the opportunity to practice these principles and receive feedback from your peers. Moreover, your instructor will provide practical tools that you can implement while coaching your teams, allowing you to optimize their negotiation capabilities after the program.
Program Highlights:
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Mastering the mindset: this advanced program goes beyond the fundamental negotiation skills, and instead enables participants to think like dealmakers;
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Culture of negotiation excellence: the program does not only enhance participants’ negotiation skills, but offers the tools to create a deal-making culture in their organizations;
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Proprietary framework: the instructor has developed and refined his negotiation approach at Harvard, teaching this framework over a number of years to students and executives;
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Thought leadership: the program is based on extensive scholarly work by the instructor, including his co-authored book, Mediation: Negotiation by Other Moves (Wiley 2021). Course materials include a copy of the book.
Learning Objectives
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Develop Strategic Negotiation Skills: Gain the ability to structure, plan, and execute complex negotiations with a systematic and strategic approach, ensuring optimal outcomes in dynamic and multi-stakeholder environments.
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Identify and Mitigate Cognitive Biases: Learn to recognize the impact of cognitive biases on decision-making and use proven frameworks to make objective, informed decisions in high-stakes scenarios.
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Enhance Emotional Regulation: Improve emotional self-awareness and self- control to navigate challenging negotiations with confidence and maintain focus under pressure.
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Strengthen Team Dynamics: Cultivate the skills to navigate political nuances, assemble effective negotiation teams, and align internal stakeholders for successful internal negotiations.
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Elevate Adaptive Thinking: Learn to communicate persuasively, manage uncertainty with confidence and adapt to emerging trends to lead negotiations that drive long-term value and organizational excellence.
Modules
Module 1: Testing Biases
This module helps participants identify and challenge their cognitive biases that can undermine value-enhancing decision-making during negotiations. Attendees will learn to approach negotiations with greater adaptability by recognizing hidden assumptions.
Module 2: Managing Emotions
Participants will explore techniques to understand and regulate their emotions to handle high-stakes discussions effectively. The module emphasizes the importance of leveraging emotional intelligence to build trust and rapport.
Module 3: Behind-the-Table Negotiations
This module equips leaders with strategies to navigate internal negotiations with stakeholders and align diverse interests before external discussions. It focuses on coalition-building, stakeholder management, and ensuring consistent messaging throughout the negotiation process.
Module 4: Communication & Negotiation
This module focuses on the art of clear, persuasive, and empathetic communication to advance negotiation goals. The module provides tools to frame arguments effectively, listen actively, and adapt messaging to different audiences.
Module 5: Negotiating amid Uncertainty
This module trains participants to negotiate confidently in volatile and unpredictable environments. It focuses on scenario planning and risk assessment to craft flexible agreements to address shifting conditions.
Registration:
Important Note: Tuition must be paid in advance to attend the course. Please start this process as soon as possible.
- Register for the Course
- Complete your registration in DOI Talent with your supervisor’s approval.
- Inform your supervisor of the tuition fee amount.
- For Non-DOI Federal Employees - email doiu_lead@doi.gov and request registration.
- Receive Payment Process Details
- Once your registration is approved, DOIU will contact you to explain the new payment process via G-invoicing.
- Get and Complete the Intake Form
- DOI University staff will provide you with an intake form required for the G-invoicing payment process. This form will be prefilled with your course information.
- Work with Your Office
- After receiving the intake form, coordinate with the person in your office who handles Purchase Orders to initiate the G-invoicing transaction.
- Submit the order in the G-invoicing system and return the completed intake form to DOIU.
- Review and Finalization
- Once your office processes the order in G-invoicing, the DOI University staff will review and finalize it.
- Receive Confirmation
- After the tuition payment is completed in the G-invoicing system, DOIU will send you a confirmation email about one week before your class starts, providing specific class information.
Credit Card Registration and Payment: