Negotiation Workshop

On Wednesday, September 13, Anglo-American University’s School of Business Administration organized an open MBA with Pavel Novák, an expert on negotiation. Pavel introduced his Negotiation Workshop discussing “what does negotiation success look like? Is it winning, or something else?”

The aim of the lecture:

Integrative win-win negotiation is a core skill for any management career. This workshop highlighted the key negotiation attitudes and behaviors that lead to success in a negotiation.

The lecture was lead in a different, highly interactive format. Instead of speaking on the topic of negotiating, Pavel guided the 35 attendees through a 90minute hands-on negotiating experiment. Divided into eight teams, the goal for each team was to maximize the profit. The negotiation was taking place both within the team and, in a limited form, with the other teams. While some teams were very happy with their performance, others felt frustrated with the way the negotiating evolved. The experiment showed typical traps negotiators fall into, especially when under time pressure: forgetting our aim, trying to outsmart the other, and blaming the other party is just a few we’ve seen. Judging by emotional discussions and the final applause, the experiment worked beautifully. And hopefully, the negotiators left with one or two a-ha moments.

About the lecturer:

Pavel Novák provides impactful hands-on negotiation training and coaching to help you strengthen your professional relationships and achieve great agreements. For over ten years, Pavel has worked at the cutting-edge of behavioral psychology, studying closely with leading authorities on the topic, including Marshall Rosenberg, world-renowned American psychologist, best-selling author and the creator of Nonviolent Communication; and Bruce Patton, co-founder and distinguished fellow at the Harvard Negotiating Project. As a result, he offers up-to-date negotiation ideas and trends that help you to develop your skills more effectively.


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