VIENNA SCHOOL OF NEGOTIATION - TOOLKIT
THE HARVARD KONZEPT
by Fisher, Ury, Patton
is based on a wide range of tools and methods portrayed in “Getting to Yes” and related books by Prof Roger Fisher and his team. It includes tools for preparing, diagnosing, strategising and dealing with difficult tactics. Interest-based Negotiations is well appreciated by experienced practitioners for it complements the repertoire.
The Harvard toolbox offers the 7 ELEMENTS preparation check-list, the diagnostic CIRCLE CHART for getting a good understanding of what is happening, possible causes, strategising and operational steps out. The MEETING DESIGN supports clarifying purpose and outcome while the HIERARCHY OF DIFFICULT TACTICS allows to get back on your feet.
The 4 Harvard Principles, as beautifully referred to below, guide the mental model behind win- win.
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THE PROCESS COMMUNICATION MODELL® - PCM®
by Taibi Kahler, Ph.D.
PCM is an internationally acclaimed, highly reliable, behaviourally based communication model used to individually tailor connection and motivation and build trust and rapport.
PCM profiles are based on an online questionnaire and reveal a host of insights about how a person perceives the world, how they communicate, how they are motivated and how they will behave in distress.
Valid, reliable and actionable, PCM answers the “So what? Now what?” questions about how to communicate with different types of people.
Professional negotiators appreciate the practical implications of PCM, especially in self-management and when distress behaviour shows. Knowing how to charge the batteries is a critical skill to stay agile using the different talents at hand.
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LEADING OUT OF DRAMA® - LOD®
by Next Element
allows to spend less energy in drama, and more in energy producing amazing results. Healthy conflict communication skills can be trained so that companies can build cultures of Compassionate Accountability.
LOD enables to tame the energy vampires of drama in conflict negotiations and conflict conversations.
Compassionate Accountability enables powerfully to co-create while dealing with differences instead of getting stuck in the drama roles of persecutor, rescuer and victim.
Building the skillset for compassionate accountability includes being open, resourceful and persistent alike.
Sonja Rauschütz is one of the few LOD providers in Europe.
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TRI- ENERGETICS
by Rickie Moore, Ph.D. and Henry Marshall, Ph.D.
Tri-Energetics (TE) is a broad-based integral system designed to help people satisfy needs, simplify wants, and clarify intentions. It offers a rich array of practices for experiencing the fullness of the body, mind-emotions, and spirit. Its teachings are remarkably simple: know what you need, say what you want, have clear intentions; be flexible, compassionate, and curious.
TE is widely used for personal development, and is a powerful tool in counselling, coaching, and training. Rickie Moore, PhD developed TE over years of working with clients in therapy and counselling, and refined it with the help of Henry Marshall, PhD.
In negotiations we use TE to understand the importance of needs, the power of a clear intention and how to communicate what we really want.
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