We have all heard the saying that more often that not "a bad settlement is better than a good judgement".
Perhaps there is some merit in the statement. However, it is always preferable to aim for a "great" settlement and there are techniques and strategies that can help you attain that goal. Principled negotiation is that type of negotiation which will allow you to negotiate, keeping in mind the best interests of your client as well as those of opposing parties and all the while respecting established ethical considerations
Adapted for the members of the Quebec Bar, this interactive seminar will provide participants with an opportunity to learn about, apply and experiment with various negotiation
techniques that have a proven track record. Other professionals such as mediators, notaries, business leaders and corporate negotiators, from both the public and private sectors
are also welcome.
Three days of top-notch training
The program is designed as an intensive 3 day course and will be taught by Alain Paul Martin, professor at Harvard, who will introduce us to the Harvard University Global System™.
This is an opportunity which should not be missed!
The program will be based upon 4 basic elements:
- The Harvard University Global Systems™ Instruments
- The principled negotiation process and the process and principles of mediation
- Best practices in negotiations
- Learning by doing - practical applications
The program is divided into 8 parts:
Preparing for the negotiation
- From positional bargaining to Harvard's Principled Negotiation strategy
- Essential elements in the negociation process - power and authority
- Characteristics of exemplary negotiators
Negotiating with success
- Identification of the protagonists, the interests of the parties and what is at stake
- Using a diagnostic chart - client concerns
- Examining the issues and relevant documentation
- Determining roles and responsibilities of players in order to avoid conflicts
- The Harvard decimal chart
- First draft of the terms of the agreement
- Protocol for the negotiation
- Honest strategy to deal with obstacles and hidden agendas
- Demonstration and practical exercises
- Success : a matter of synergy, talent, empathy, leadership and decision-making
- The art of simplifying communications to increase impact
- Learning to identify true objectives, strategy and concessions
- Maintaining balance in the face of counter-intuitive or underestimated factors
- Rationale behind communication, discretion and silence
- Using your negotiating power in a constructive manner
- The roles of the negotiator
- When and how to reach a firm agreement
- When and how to say "no" and conserve mutual respect
Worse case scenarios
- Demonstrations, practice face-to-face negotiations under increasingly complex situations
- Dealing with objections and complaints quickly and efficiently
- Managing indecision
Making the deal
- Deadlocks and impasses - applying counter-measures
- Personal attacks - dealing with hostility or coercive and difficult negotiators
- Concessions: strategy, winning moves and being careful
- Making a graceful exit when necessary
Synthesis and conclusion
- When to seal the deal and close on the contract
Transforming a negotiated agreement into a lasting relationship
- Evaluating and negotiating priorities - what is important, what is urgent
- Journal and self-analysis
- Developing a personal action plan
Profile of the Instructor
The art of negotiation - Collective negotiation - a simulation >>
Mr. Martin is a researcher and teacher at Harvard University and is also a Harvard Fellow in Advanced Leadership. He is President and CEO of The Professional Development Institute, where he leads a team of governance experts and IT architects, serving the public, private and non-governmental sectors from 1985 to the present. Mr. Martin developed a practical framework to reduce the complexity of the negotiation process, comprising tools and road maps on issue analysis, interest-based negotiation, strategy, risk and project management, strategic procurement, transparency and governance. He has also served as president of the Institut Supérieur de Gestion of the University of Quebec where he taught Strategy and Management as part of the Master's program.
In the course of his career, Mr. Martin has led assignments and consulted with numerous business and government leaders across the world. He has worked with
the Prime Minister's Committee on Government Reform (1994-1997), Desjardins Casualty Insurance Group, the SAAQ, and at UNESCO. He has acted as lead trainer
for numerous corporations and has trained executives and professionals in major businesses across the country including Boeing, Bombardier, GE, Hydro Ontario,
Hydro Québec, SNC Lavalin et Procter & Gamble, as well as in Europe, Japan, China and Latin America.
Mr. Martin is also an author of several books including "Harnessing the Power of Intelligence, Counterrintelligence and Surprise Events" and "La gestion proactive".
He is regularly called upon as a guest speaker at conferences all over the world.
All of our courses are given at4, Notre-Dame Street East, 2nd floor, Montreal (Québec) H2Y 1B7
Just steps from the courthouse!