Agenda Example
First Day
Morning session (9 a.m. – 12:30 a.m.)
Introduction: Trainer, explanation of the agenda, objectives of the training, results of the questionnaire, questions and answers (Q & A)
Practice 1: First practical negotiation simulation: buying and selling (case study: Appleton versus Baker, two parties, one issue)
Theory 1: First theoretical discussion: analysis of the simulation, what is negotiation power?
Q & A
Afternoon session (2 p.m. – 5:30 p.m.)
Practice 2: Second practical negotiation simulation: the “win-win deal” (case study: The Tendley Contract, two parties, x issues)
Theory 2: Second theoretical discussion: analysis of the simulation, hard and soft negotiation styles
Q & A
Evening session (7:30 p.m. – 9:00 p.m.)
Practice 3: Third practical negotiation simulation: efficient negotiation (case study: Negotiated Development in Redstone, two parties, two issues)
Second Day
Morning session (9 a.m. – 12:30 a.m.)
Theory 3: Third theoretical discussion: analysis of the simulation, what is “Pareto efficiency”?
Q & A
Practice 4: Fourth practical negotiation simulation: cooperation and defection (case study: Prisoner’s dilemma, two parties, one issue)
Theory 4: Fourth theoretical discussion: analysis of the simulation, the evolution of cooperation
Q & A
Afternoon session (2 p.m. – 5:30 p.m.)
Practice 5: Fifth practical negotiation simulation: coalitions (case study: 3-way, three parties, one issue)
Theory 5: Fifth theoretical discussion: analysis of the simulation, hard and soft negotiation styles
Q & A
Evening session (7:30 p.m. – 9 p.m.)
Practice 6: Sixth practical negotiation simulation: multi-cultural settings (case study: The Mouse, six parties, x issues)
Third Day
Morning session (9 a.m. – 12:30 a.m.)
Theory 6: Sixth theoretical discussion: analysis of the simulation, negotiations in different cultures
Q & A
Practice 7: Seventh practical negotiation simulation: strong and weak parties (case study: Harborco, six parties, five issues)
Theory 7: Seventh theoretical discussion: analysis of the simulation, the preparation of a negotiation
Q & A
Written Test
Afternoon session (2 p.m. – 5:30 p.m.)
Analysis of the test
Practice 8: Last practical negotiation simulation: real life (case study: a real life negotiation)
Theory 8: Last theoretical discussion: analysis of the simulation, preparation, implementation, debriefing in a real life negotiation
Q & A
Debriefing