Draft programme programme masterclass negotiation negotiation 3 December 2010 Amsterdam (Schiphol airport) - the Netherlands Session leader: Robert Marshall
09.30
Registration & coffee
09.45 09.55 10.20
Welcome & introduction to the masterclass “The Brown Envelope Challenge” Refreshing the basics: principles, positions & interests [presentation]
11.15
Coffee & networking break
11.30 12.15 12.50
Self analysis: managing disagreement and conflict Closing deals with difficult people [presentation] Summary of key learning points
13.00
Lunch
13.45 14.45
Understanding and using non-verbal ‘cues’ in a negotiation Negotiation exercise: a troubled building project… Briefing and explanation (5 mins) Breakout groups, read brief [5 mins] Discuss and plan the upcoming negotiation in your groups [20 mins]
15.15
Tea & networking break
15.30
Negotiation: a troubled building project… Negotiate a solution with the other parties [30 mins] Feedback, discussion & analysis [15 mins]
16.15 16.20
Summary of the day & action plan Questions & answers
16.30
Handouts & closure closure