How to Negotiate: The Most Important Skill That You Will Ever Learn!
Based on principles developed at the Harvard Negotiation Project and by Roger Fisher, co-author of the bestseller Getting To Yes, MWI’s Negotiation Skills Workshop is designed to build each participant’s capacity to negotiate effectively, producing better outcomes for all parties while enhancing long-term working relationships. This training program is designed to:
- Stimulate participants’ awareness of the complexities of, and their current approaches to negotiation;
- Equip participants with a framework for understanding, diagnosing and leading the interest-based negotiation process;
- Enhance participants’ skills through hands-on experience and feedback;
- Provide participants with ongoing tools, support and reinforcement, creating a process for continued improvement and learning over the course of at least one-year.
Participants will increase their capacity to:
- Structure the negotiation process in a way that promotes joint problem-solving and collaboration to better meet the needs of all parties, while producing longer-lasting, more durable agreements;
- How to be tough on the substance and say no in a way that does not damage the working relationship;
- Respond to challenges, threats and other difficult behaviors;
- Influence those you do not have direct authority over (i.e. lateral players, clients, etc…);
- Understand the needs and goals of all parties in a negotiation;
- Generate creative agreements that maximize the opportunity to capture as much value as possible.
Madison “Matt” Thompson has worked for the past twenty-seven years in the areas of negotiation, conflict resolution, and cultural competency. He has worked with large, regional banking institutions, higher education institutions, and major teaching hospitals as well local banks and community non-profit agencies. Matt has served as Vice-President of Diversity for two major regional banks and worked for 22 years in the health care industry as a direct care provider, trainer and senior human resources administrator. A 1974 graduate of the Northeastern University, Matt has sixteen years’ experience as a health care provider coupled with ten years in the military health care system. He has worked with such diverse client groups as the Florida Department of Health, Nova Southeastern University, The Massachusetts Office of Dispute Resolution, Dorchester People for Peace, the New England Regional Black Nurses Association and the Concerned Black Men of Massachusetts. Matt served as the Director of Affirmative Action at the University of Massachusetts for over ten years before becoming a full-time negotiation trainer and mediator.