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MODULES 1, 2 WEEKEND ONE : "BECOME A PRO" PURPOSES "DEFINE THE PURPOSES OF THE NEGOTIATION-THE REAL ONES NOT ONLY IMMEDIATE: NOT ONLY THE PURPOSES POSED BY THE OTHER SIDE: (R) RESEARCH THE RELEVANT PERSONS AND ISSUES (3) OBSTACLES : (DEFINE AND PREPARE FOR THE OBSTACLES ): Presenter Introduction and examples of Negotiation in daily personal life and business
MODULE 3: WEEKEND ONE: PRACTICAL SKILLS DEVELOPMENT
MODULES 4,5 WEEKEND TWO; DEFINE AND OVERCOME STEREOTYPES: FOCUS ON HOW YOU SEE THINGS DIFFERENTLY BETWEEN EVEN JAPANESE AND THEN DEFINE AND OVERCOME Cross Cultural Differences between Western and typical Japanese style Negotiation: Actual Cases in Negotiation and Analysis based on Trainer's Personal Experience
MODULE 6: WEEKEND TWO: PRACTICAL SKILLS DEVELOPMENT
MODULE 7,8 : WEEKEND THREE: DISTINGUISH POSITIONS v. INTERESTS: I am published in the Harvard based Reischaurer Japan Negotiation Journal. I have seen hundreds of Japanese attempt to Negotiate as a trainer and as a counsel. The biggest problem Japanese have, from my observations, is that they are obsessed with Positions. They get bogged down. They cannot tell the difference between positions and interests. Japanese get stuck with Positions they cannot persuade others to agree to. And they have no idea how positions are different from interests. Do you? I Module 3: 2.5 hours-you will learn how to!! Experience is the best teacher. let my experience guide you!!
MODULE 9: WEEKEND THREE: PRACTICAL SKILLS DEVELOPMENT
MODULES 10, 11 : DISTINGUISH SOFT AND PRINCIPLED NEGOTIATION
THe Soft Brand of Negotiation has been the tradition here. That is due to Individual Culture as well as to business practice. The problem lies in that to most Japanese do not know any other method-at least in practical application. Many can give a loose definition of the concept of Principled Negotiation sometimes called "Win=Win" Negotiation. But in terms of applying the relatively complex concept, of "Win/Win" Negotiation, many-the majority of Japanese fail!!
MODULE 12: WEEKEND FOUR: PRACTICAL SKILLS DEVELOPMENT
MODULE 13, 14 : HARD AND COMPETITIVE NEGOTIATION: 2 poses an even bigger problems form the position of the Japanese Trainee and others. Firstly, HARD Negotiation is totally unknown by most Japanese. It is rough and tough. And it is not taught here generally. And it is an emotional experience for a Japanese untraveled and untested in Negotiation. It is the standard for a number of foreigners and foreign companies doing business here. But it is strange and unknown to Japanese. It will soon be very familiar Only hands on experience by an experiencedWestern Professional who can transfer his experience to others can effectively teach this Skill!
MODULE 15: WEEKEND FIVE: PRACTICAL SKILLS DEVELOPMENT
MODULE 16, 17: STRATEGIES IN HARD AND COMPETITIVE NEGOTIATION: Recognizinng comcon strategies in the use of Hard and COmpetitive Negotiation is one thing….being able to use them only when necessary and to counter then whenever necessary is perhaps the most challenging thing ….Only hands on experience by an experiencedWestern Professional who can transfer his experience to others can effectively teach this Skill!
MODULE 18: WEEKEND SIX : PRACTICAL SKILLS DEVELOPMENT
MODULE 19 ,20: TRANSITION FROM HARD TO PRINCIPLED OR WIN-WIN NEGOTIATION This is where Japanese usually do not have a clue.You must know and experience Hard Negotiation first! But how do you recognize when and if the other party "has had enough". When do you know if he or she suddenly wants to make a good and far deal? In this Module you will learn how to do the "impossible"; If you cannot grasp this opportunity and better yet make it happen, it may disappar forever.
MODULE 21: WEEKEND SEVEN : PRACTICAL SKILLS DEVELOPMENT
MODULE 22, 23 : BARNSTORMING PROPER OPTIONS: Brainstorming is the "middle key" to success.Developing ideas, generating options, attractive options to choose from is not easy. it is an acquired learning process. Here you will develop that process .from the content of the Negotiation or in this case, your training, is essential. As a published trainer in Negotiation who has conducted thousands of negotiations himself and has 20 years of experience in Tokyo, I can sort this out for you. By the end of this Module you will have practical formulas to generate your own ideas and proposals, in every situation, or in any situation that you choose.
MODULE 24: WEEKEND EIGHT: PRACTICAL SKILLS DEVELOPMENT
=== HALFWAY POINT FOR PRE LICENSING SEMINAR ===
MODULES 25, 26: THE LOGIC TRIANGLE: ONE METRIC IN EVALUATION BRAINSTORMED OPTIONS
MODULE 27: WEEKEND NINE: PRACTICAL SKILLS DEVELOPMENT
MODULES 28, 29: POSITIONS VS. INTERESTS: HOW TO AVOID POSITIONAL BARGAINING: Positional Bargaining is the single biggest impediment of successful negotiation. Sadly it is the instinct of many experienced negotiators. I want this…..no I want this…..is the death dialetcic to wrapping up a fair deal . Learning to recognize the difference between positions and interests and tuning in to the interests of the opposite party is a necessary stage to pursuing successful negotiation and in generating proper options.
MODULE 30: WEEKEND: PRACTICAL SKILLS DEVELOPMENT
MODULES 31, 32: SWOT ANALYSIS: ANOTHER TECHNIQUE OF EVALUATION OF BRAINSTORMED OPTIONS
MODULE 33: WEEKEND: PRACTICAL SKILLS DEVELOPMENT
MODULES 34, 35: OBJECTIVELY VERIFIABLE STANDARDS: Former President Ronald Reagan, whom I worked for, was fond of saying: “Trust But Verify”. In theory this sounds simple. But in practicality it is most difficult. How can you “objectively verify” an agreement? You need to be familiar with generating “objectively verifiable standards” and understanding the “slack factor” of these standards.
MODULE 36: WEEKEND: PRACTICAL SKILLS DEVELOPMENT
MODULE 37, 38 B.A.T.N.A. (Best Alternative To A Negotiated Agreement) As a Harvard Educated Specialist in US/Japan Trade Relations, I became knowledgable about the Theory of B.A.T.N.A. as a method of deciding whether a Negotiated Agreement "on the table"should be accepted or not.
(A) to guarantee that the Negotiated Agreement is the proper choice
(B) to ensure that the Agreement will be able to be monitored in such a way as to guarantee compliance.
MODULE 39: WEEKEND: PRACTICAL SKILLS DEVELOPMENT
MODULES 40, 41: W.A.T.N.A. However, in the process of reviewing and reanalyzing thousands of negotiations that I have conducted and also reviewing Negotiations within the ambit of my historic specialty areas, Meiji, WWI, and WWII, I came to realize that B.A.T.N.A was not enough. W.A.T.N.A., is a necessary step in the process.
Had these steps been followed in many negotiations, including those between U.S. and Japanese Negotiators prior to World War II, then many unfortunate results could have been avoided. T
MODULE 42: WEEKEND: PRACTICAL SKILLS DEVELOPMENT
MODULES 43, 44: O.A.N.A. : Other Alternatives to a Negotiated Agreement should be individually analyzed a quantitaively analyzed. These include Dispute Resolution, Litigation, Arbitration and Mediation. They should be facgtored into Final Decision Making just as thoroughly as the B.A.T.N.A. and W.A.T.N.A. Forumulations and each should be carefully crafted as to duriation, venue, and other basic terms
MODULE 45: WEEKEND: PRACTICAL SKILLS DEVELOPMENT
MODULES 46, 47: BASIC CONTRACTUAL AND LEGAL CONSIDERATIONS Failure to set out legal requirements to a contract such as Background, Consideration, Statute of Frauds, Conditions Precedent, Conditions Subsequent, Integration Clauses, Standards of Performance, Express Warranties, Implied Warranties, Anti-Competitive Clauses, Intellectual Property Protection, Confidentiality, Liquidation of Damages in the Event of Breach, Venue and Mode of Dispute Resolution, and other Contractual and Legal Principles can lead to disaster.
MODULE 48: WEEKEND: PRACTICAL SKILLS DEVELOPMENT
This Training is being offered as a Specialty Fall Seminar in two configurations, PRIVATE, and GROUP. Both will offer ample opportunity for actual Negotiation Formulation in terms of Case Study Development by participants. Both will offer the opportunity to Negotiate Directly with J. Nicholas Papatones, Trainer. The Group will also offer the opportunity to Negotiate with opposing teams made up of Trainee Participants as well.
TIME LINE: This is approximate: KK World Without Borders reserves right to reserve as necessary