Consulting and Coaching


Steve Weiss is interested in working with groups and individuals in a variety of settings. He offered his first open-enrollment workshop on negotiation in 1983, in Philadelphia, USA. Since then, he has delivered negotiation and international negotiation training workshops of many kinds to different types of clients in the Americas, Europe, Asia,and Africa. (See tabs below for details.)

In his role as a consultant or as a trainer/coach, Steve concentrates on understanding clients’ needs and then on assisting them to build their own capabilities and capacity to deal effectively with the negotiation challenges they face.


Areas of Expertise

  • negotiation planning
  • effective communication behavior (including real-time feedback)
  • managing the negotiation process
  • cultural aspects of negotiation
  • approaches to analysis of international negotiation
  • intergroup and intra-team negotiations
  • insights from research on international business negotiation


{tab=Services}

  • training workshops (for groups)
    duration: ½ day to 5 days, including staggered formats (2 days + 1 later day)
  • individualized coaching
  • follow-up, “refresher” workshops/seminars
  • instructional lectures for large groups
  • experiential/interactive components for management meetings and education programs
  • program design, development and management


{tab=Client Objectives}Previous and current clients have expressed objectives such as the following for Weiss’s training workshops and programs.

General Objectives

  • improve “bottom-line” results of the organization
  • improve on existing contracts
  • develop closer relationships with current clients
  • enhance the ability to secure new business
  • change the capabilities and culture of a department
  • promote communication flows within a unit or department
  • sharpen a department’s competitive edge
  • build the capabilities of co-workers to resolve their own conflicts
  • ameliorate communications and relationships with other departments in an organization; deal more effectively with intra-organizational dynamics
  • foster managers’ cosmopolitanism and readiness for international and global business

Negotiation-Specific Objectives/ Requests for Coverage (partial list)

  • how to obtain better deals
  • how to achieve a good deal and a good relationship
  • how to prepare well for negotiation
  • practice conducting face-to-face negotiation
  • explore different negotiating styles, including national styles
  • learn about Asian ways of ngotiation
  • what is involved in effective cross-cultural negotiation
  • common roadblocks to an agreement
  • how to manage multiple players with different stakes
  • an overview of negotiation
  • strengthen the negotiation skills of personnel
  • foster relationships and rapport among workshop participants, and provide for competition
  • generate take-aways for the workplace
  • help to build a department-wide climate for continuous learning about negotiation skills and practices
  • expand the negotiating capabilities of a target group of individuals who can coach others
  • show how negotiation complements other corporate themes such as partnership

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{tab=Programs}Both generic and customized negotiation training workshops and programs can be delivered. The outlines below illustrate four types of programs:

– short session (2-3 hours): single theme or limited focus

– one-day workshop: negotiation basics

– one-day workshop: international negotiation skills

– extended workshop (2 days + 1 later day): cross-cultural/

       international negotiation skills

These programs represent a subset of all programs offered to date. For clients seeking customized workshops or programs, both content and format will be tailored to meet client objectives and needs.

SHORT SESSION: SINGLE THEME

  1. Introduction
  2. Tips for Negotiation Planning
  3. Interactive Exercise
  4. Debriefing of Exercise
  5. “One Lessons”

ONE-DAY WORKSHOP: NEGOTIATION BASICS

Understanding Negotiation

Essential Concepts, A Framework

Application

Major Challenges for Negotiators

/break/

Negotiation Exercise (Two Person, One Issue)

Debriefing: Objectives, BATNAs, ZOPAs

Planning to Negotiate

A Systematic, 6-Step Approach

Planning Tasks

Two Strategies: Integrative, Distributive

/break/

Negotiation Exercise (Two Person, Multi-issue)

Debriefing: Outcomes, Issues, Strategies

ONE-DAY WORKSHOP: INTERNATIONAL NEGOTIATION SKILLS

Elements of Analysis

Why negotiate?

Useful concepts and terms

What makes international negotiation interesting and challenging?

Types of Outcomes

Preparing Effectively

Planning in Six Steps

Worksheet

Creating and Claiming Value

Negotiation Exercise

Debriefing

How Culture Affects the Process

A Systematic Framework

Using Culturally-Responsive Strategies

Reaching a Good Agreement

Impasses: Recommendations

Case discussion

Wrap-Up

EXTENDED WORKSHOP: CROSS-CULTURAL /INTERNATIONAL NEGOTIATION SKILLS

Advancing Your Interests

Key Ideas about Negotiation

A Planning System

Negotiation Exercise

Debriefing

Considering Your Counterpart

Trying Out Their Perspective

Their Interests …

Their Styles: Range of Profiles

Responsive Strategies

RBC Perspective

Communicating & Managing the Process, I

Questions and Tips

Clinic: Negotiation Exercise (videotaped)

 Group A

 Group B

Debriefing

 Video Playback and Review

Guidelines for Communication

Getting “Out of the Box”

Problem-solving Exercise

Unblocking Impasses

Negotiation Challenges, I

Team-on-Team Negotiation: Managing the Process, II

Negotiation Exercise

 Round I, Debriefing, Caucus

 Round II, Debriefing, Caucus

 Round III

Comprehensive Debriefing

Understanding and Influencing Outcomes

One Impasse, One Agreement: Two Joint Venture Cases

Back to RBC: The Big Picture, The Details

Negotiation Challenges, II

Wrap-Up

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{tab=Client List}Industries (to date):
advertising, auto, electronics, energy, financial services, manufacturing, telecom

Corporate clients to date (selected from 30):
AT&T (US)
American Express Canada
Babcock & Wilcox
Celestica (Italy)
Citigroup (India)
Dassault Aviation (France)
Eurocopter Group (now Airbus Helicopters)
Hatch Ltd.
Starbucks Canada
VicWest Inc.

Not-for-profit and government clients (partial list):
Beijing (China) municipal officials
European Patent Office
Maytree Foundation
Ontario Public Service (Canada)
Southern African Development Community

Additional clients to date include over 20 other companies/organizations and 10 university-based executive education programs.

{tab=Fees}Consulting, training, and coaching fees may be quoted in terms of a comprehensive, lump sum or a daily rate. Charges for workshop preparation typically differ from those for workshop delivery. Other arrangements may also be negotiated.

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