During the negotiation training according to the Mutual Gains Approach (MGA), you will learn what the MGA theory and negotiation practice look like in two or three days. Through interactive exercises and simulations, you will work on your negotiation skills and examine your own negotiation style. At the end of the training, you will be aware of your strengths and areas for improvement. You will be able to prepare negotiations carefully and view challenges “at the table” more as a challenging puzzle than a headache.
This training is only offered in-company.
What you are going to do
Negotiation is both an art and a science. In daily practice, not everyone looks forward to negotiation. We often find the behavior of the other party challenging, the content complex, and the process complicated. Additionally, we fear that negotiations will stall or that we will be forced into painful concessions. This leads to tension between the parties, but also within ourselves.
MGA enables you to constructively manage conflicts both within and outside your organization, especially when the stakes are high. This Harvard-school method empowers yourself and other parties to negotiate assertively in the interest of your own organization or project.
This training will provide you with the fundamentals of MGA negotiation theory. Interactive exercises and simulations will be used to role-play both internal and external multi-stakeholder negotiations. The exercises will cover both ‘at the table’ situations and effective preparation. Through these exercises and theory, you will actively work on your MGA skills.
Prior to and during the training, you will have access to our SSE learning platform, which offers various MGA tools. You can use these in your own work after the training.
For whom it is
The MGA negotiation training is developed for everyone responsible for dealing with (partially) conflicting interests: environmental managers, project managers, project leaders, communication and public affairs advisors, policymakers, strategic advisors to directors, and directors themselves. We tailor this training to your organization: this way, we can best align with the work practices of your colleagues.
What this training will give you
Upon completion of this training, participants will have, among other things:
- Broad knowledge of what MGA negotiation entails.
- Knowledge about the distinction between the elements of a reasonable and one Good Okay.
- Knowledge of the core principles in MGA and their sequence.
- Knowledge of the theoretical framework of BATNA, ZOPA, integrative, and distributive bargaining.
- Knowledge of instruments for good preparation.
- Knowledge and skills gained in balancing empathy and assertiveness at the negotiating table.
- Knowledge and skills acquired in creatively integrating interests.
- Knowledge and skills gained in delivering a ‘positive no.’
Why train at the SSE Academy of WesselinkVanZijst
At WesselinkVanZijst, we work on the complex societal challenges of the present day. Our trainers are therefore strongly embedded in the daily practice of SSE: they are involved in societal changes with high stakes, acting as strategic stakeholder engagement professionals, process facilitators, or negotiation experts. For the past fifteen years, our consultants have, in addition to guiding organizations and professionals through complex societal issues, trained 5,000 colleagues and are currently delivering around 100 training sessions annually in the Netherlands and abroad. For all our training courses, we utilize the didactic philosophy of the SSE Academy.
As developers of the SSE method, we are also actively involved in the further development of the field on a daily basis through publications and podcasts, among other things. In this, we work closely with our knowledge partners, including the Global Network of the Consensus Building Institute (CBI) and the Dutch Mutual Gains Network. In the Netherlands, we provide modules within training programs for the Vrije Universiteit Amsterdam and the AOG School of Management.
Do you want to spar a bit to see if this training is a good fit for you? Then contact us.
Experts
Feel free to discuss with us whether this training is for you.
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