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

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
 

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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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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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.
 

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.