The document provides information about a 2-week program to improve negotiation and communication skills for senior executives facing language barriers. The program will cover negotiation skills like preparation, opening, negotiation process, and closure to reach agreements. It will also cover effective communication skills like understanding perception, cognition and emotions. The negotiation topics will focus on understanding different cultures and strategies for different negotiation styles like position-based versus interest-based negotiations, which focus on building long-term relationships rather than just agreements. Critical thinking skills will also be taught to help analyze interests, strengths, and weaknesses to find complementary interests and create value.

1. How to effectively Negotiate and Communicate
Intendedfor– SeniorExecutives
Profile of the Participants –NegotiatorsandDelegates
Main Challenges –Language or Pronunciationgapleadingtopoorcommunication
General Objectiveof the Program – To bridge the gaparisingdue to language barrierandreacheffective
communication
Program Duration – 2 weeks
Topicsto be covered
NegotiationSkills
Effective Communication
Objective of the Topics
1. Negotiationskills- Negotiationasaprocesswill be coveredwhichwillhave the followingsubtopics:
PreparationorPlanning
Openingof Negotiation
Negotiationperse
Closure of Negotiationwithanagreement
Implementationof agreement
In the above subtopics,the focuswouldbe on the language barrierswhichare there betweenthe
peers.Theywill gothroughthe cultural aswell asotherfactors whichare verymuch prevalentinAsia
pacificundertheirpreparationforNegotiation.
Thispreparationwill helpthemunderstandthe language gapbetweenthe peersandwill notcome asa
surprise tothemwhenthe actual negotiationhappens.
Duringopening of negotiation and thenegotiation perse,the executiveswill be briefedaboutthe
aggressive profilesof theirpeers andhow theyshouldproceedwiththe negotiation,whoshoulddo
anchoringinthe negotiation.Whatoffersandcounteroffersare tobe providedduringthe negotiation
dance.

2. Thereafterhowtoreach an agreementaftermultiplediscussionstoreacha win-winsituation.
The Negotiationskillswill have themunderstandwhatae the stepstobe followedinthe negotiation
and the Effective Communicationwill helptheminhow toproceedwiththe negotiation,how theycan
manage to control the negotiationinthe directiontheywantittobe.
2. Effective Communication
Three pillarsof Communication
Perception
Cognition
Emotions
Emotional Intelligence:
The skill of emotional intelligence consistsof recognizing,understandingandmanagingouremotions
and recognizing,understandingandinfluencingthe emotionsof others,basedonempathywhichwill
allowusto understandthe other personfromthe perspectiveof hisown realityandthenone can
developbehaviorsthatwill helpusnavigate the negotiationscenariosuccessfully.
Three reasonwhya person negotiates
To reach an agreementonthe wayto share or divide the resource
To achieve somethingthatneitherpartyalone couldachieveonitsown
To solve a problemordispute toavoidescalationof conflict
The firsttwo pointscorrespondtotwoof the paradigmsthat exists–
NegotiationbasedonPositions
NegotiationbasedonInterests

3. NegotiationbasedonPositions
NegotiationbasedonPositionsfocusedmainlyonthe economicorthe financial frontandmayleadto
agreementbutwill notleadtolongtermsrelationshiporcollaborative negotiation.Thismayresultina
Zero-sumgame,whereinonlyone partybenefittingandthe otherpartystruggling.Incertainextreme
cases,the otherparty may notprovide service inamannertheyare supposedhinderingthe overall
objective of anegotiation.
NegotiationbasedonInterests
InterestbasedNegotiationfocussesonbuildinglongtermrelationshipandcollaborative approach.The
focusis onthe benefitforboththe partiesandreachinga winwinsituation.Thistype of approach
requiresspecificskilllikecritical thinking.
Critical Thinking
Critical Thinkinghelpsinmakingbetternegotiationbyidentifyingwhichinterestsare sharedbyboth
negotiatorswhichare complementaryandwhichare exclusive.
Three functionsof Critical Thinkingare:
Description
Analysis
Evaluation
Description
Thisfunctionof critical thinkingappliedtointerest-basednegotiationorIBN,isusedinthorough
preparationprocessesinnegotiationtobe veryclearon our negotiatingpositionsevenbeforebeginning
the negotiationprocess.Withthe structure of the negotiationpyramid,we canexplore ourown
underlyinginterestsinpositionsgoingfromwhattowhyand supportingourselveson“how”,“where”,
“when”an “who”.The processisalsoknownas self negotiation(the conversionbetweenthe rational
and emotional partsof ourbrain) whenitscarriedout ina team.Its calledpre negotiation.
Analysis
Now,we have the intersectionof two(ormore) pyramidsandshouldhelpotherpartysothat their
interestscansurface.Negotiatedexpertcoincidethatone partof preparationprocessof negotiationis
to have interestclearandtry to findoutour counterpartinterests:

4.  Withoutknowinginterests,itsveryhardfornegotiation tohave agoodresult.
 Reveal yourinterests,animportantbenefitof revealingyourinterestsisthatthisgreatly
increasesthe probabilitythatthe otherpartycorrespondsandrevealsthistoo.
 Negotiationsthatshare informationabouttheirinterests consistentlyimprove theirresults.
Evaluation
Thisrequiresusinglogical argumentstoprioritize andanalyze the strengthandweaknessof our
argumentsrelatedtothe interestsproposed.Seekingcorrespondences,complementsanddifferences
that will give waytointegrate alternativestovalue creationinaninterestbasednegotiation