Be it for individuals, governmental negotiation teams, or corporates we will diagnose your particular development needs and ailor for you a comprehensive capacity building program. Our experienced cadre of trainers will work with you and for you to take your negotiation capabilities to the next level and beyond.
Our capacity-building sessions are based on 20 years of professional experience in the business and public sectors, and hundreds of cross-cultural negotiations conducted by the NEST team throughout the United States, Europe, Asia, and the Middle East. Driven by a blend of academic frameworks developed by the world’s leading business schools, and based on our Negotiations @ 5 Levels (Nego@5L) and the Negosystem™ model, NEST brings a unique and refreshing perspective to training organizations and corporations.
Why we are different?
We do not believe in negotiation manuals. NEST will never teach you the "right way to negotiate", simply because it does not exist.
The NEST Negosystem™ model is rooted in complex science and system thinking, which focuses on the dynamics of human interactions. Negotiations, as one of the most intense human interaction, requires a set of context-based tools coupled with the understanding of how and when to use each and every one of them.
Therefore, committed to improve the way people negotiate, we do not "teach" our participants but rather develop their Negotiation Thinking. Negotiation Thinking is the capability to understand and design effective negotiation process in a complex environment.
What we are offering?
In order to develop participant's "negotiation thinking" and improve their capacity to negotiate effectively, we move away from the board room and into the world of simulations and experimental sessions. All of our capacity-building sessions are based on concepts, tools and negotiation techniques that participants practice through interactive presentations, simulations, negotiation games, and a "negotiation clinic" where participants share and analyze their own real-life negotiations and case studies.
We offer tailor-made sessions, varying from 4-40 hours that address the following topics:
From systematic to systemic management of complex negotiations
The psychological dimension of complex negotiation
Dealing with emotions in negotiations
Effective communication: Active listening, power talk and nonverbal communication
Gender and negotiations
Negotiating with generation Y
Power and power asymmetries in negotiations
Internal negotiations: the hidden costs
Trust and negotiating in a low-to-no trust environment
Negotiating when relations matter, and when they don't
The challenge of negotiating within family business
Multilateral negotiation and coalition building
Structured preparation (1): Interests, Alternatives, and Options
Structured preparation (2): Stakeholders mapping and system dynamics
Structured preparation (3): Scenario planning – strategic and tactical
Negotiation strategies: cooperative and competitive
Cross cultural negotiation
Managing crisis in negotiations
Closing techniques
The tactical negotiator: persuasion techniques
These topics are covered within the following contextual areas:
Partnership, M&A and investment agreements
Complex sales negotiation
Procurement processes
Project management negotiations
Union-Management negotiations
Public sector negotiation
Political and state-level conflicts
How we offer our capacity building sessions?
We always do it well-paced and thorough; believing that capacity building should be tailor-made to you and your organization's needs, and that it should yield sustainable results, we walk you through the following process:
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