REFRESHING THEIR NEGOTIATION SKILLS: FORMER PARTICIPANTS RETURN FOR A FULL AND FUN EVENING
By Haley Resnick, Negotiation Works Summer Intern and Class of 2023, Georgetown University
On Monday, July 18th, 2022, after high demand, Negotiation Works hosted its first ever refresher course, bringing together participants from many prior programs to discuss how they have used negotiation since engaging in the course and to refamiliarize past participants with Negotiation Works’ integral concepts and new materials. The participants included individuals who had taken the Negotiation Works course through the Georgetown Pivot Program, Together We Bake, Calvary Women's Services, and The WIRE. The two hours were jam packed with information and role plays along with smiles and laughter, and Negotiation Works is already looking forward to planning its next session.
Led by Negotiation Works staff David Schultz and Melissa Reinberg, the course began with introductions, with many sharing that they have used negotiation frequently and successfully since they completed their course. One participant even reflected that she had used negotiation to obtain what she needed about ninety percent of the time since completing the program. Many were grateful to attend the refresher course as a way to interact with others, an opportunity that has been limited since the pandemic. As many participants find themselves returning to work, not only did they want to revitalize their speaking skills, they wanted to ensure they were prepared to negotiate in the best way possible.
Unlike a typical Negotiation Works course that spreads out the negotiation concepts across a number of weeks, this refresher course integrated all of the concepts through a compelling scenario titled “Dispute at Clydes.” The scenario told the story of a conflict that arose between two coworkers: Beverly borrowed jewelry and other items from her friend and coworker Anita but then failed to return the items. Anita filed a Small Claims lawsuit against Beverly but the question posed: can Anita and Beverly negotiate a resolution before this conflict enters the courtroom?
To add to the challenge, half of the course’s participants were assigned to be Beverly and the other half, Anita, with each receiving a set of secret instructions that detailed more insight into their character’s situation. As Melissa and David led discussions on key negotiation concepts, participants were reminded to keep the points of view of both Beverly and Anita in mind.
Something especially exciting for the participants was the opportunity to see brand new Negotiation Works resources, which received stellar feedback instantly. One piece, titled “Negotiation Blueprint”, is a graphic tool intended to visually guide participants through the steps of negotiation which are outlined throughout the Negotiation Works curriculum. The other resource, titled “Negotiation Strategies,” helpfully outlines the six key negotiation strategies, providing a definition, corresponding strategy tips, and questions to consider when exercising such strategies.
The best part of the workshop arrived towards the end when the participants were able to do a full role play of this dispute, with one participant taking on the role of each party. Here, everyone could witness the negotiation tactics come to life, especially identifying interests and using effective communication techniques, including both asking and listening.
Participants exited the course feeling reinvigorated and more prepared to use the skills in future scenarios as they relate to dealing with their employer, landlord, or family members. Sherylon, one of the participants, shared that she was a big fan of role playing and was glad she got another chance to practice. She also expressed how understanding negotiation has made her more confident in her ability to advocate for herself, something she realized is an integral part of life. Sherylon was also appreciative of the new resources Negotiation Works provided as they serve as an organized layout of how she should approach negotiation in a non-overwhelming manner.
For Sherylon and others, the Negotiation Works’ refresher course affirmed the skills the participants already had, making everyone feel more prepared for their future and proud to be a part of Negotiation Works.