You will learn to use the Collaborative WIN Process, a cutting-edge, positive-driven, relationship building, generic and proven system of effectively and efficiently interacting with yourself and with others in the negotiation and true resolution of conflicts in your leadership, management and sales roles as well as in your personal and social lives.  WIN’s 5-day Certificate Program uses lectures, discussions, and highly interactive experiential learning techniques, empowering you to turn all conflicts into positive improving opportunities and to become a better negotiator, collaborator, salesperson, manager, and leader.

More particulars about the Certificate Program:

General Information on Certificate Program

The Certificate Program recognizes that we face a potential conflict almost constantly every day … every time we come in contact with another person. These conflicts come about simply because we are all different and have different interests which need to be met.  Conflicts arise in our professional lives, our personal lives, and in our public lives.  These conflicts are at different levels: internally as we negotiate with ourselves, One-on-One, within a Group, and Group-to-Group.

The program helps participants become more aware of:

• How they go about negotiating and managing these conflicts
• How to manage these conflicts efficiently and to everyone’s satisfaction, including their own
• How the Distributive Bargaining Process works and how to manage it
• How to negotiate collaboratively
• How to enter all negotiations using Collaborative Skills so everyone feels comfortable with the resolution, the process, and themselves

This program is designed to answer one’s needs in their current executive, leadership, management, legal or professional environment, empowering them with negotiation and collaboration skills and to completely incorporate and use these new and most important concepts and ideas in their professional lives, in their public lives and in their personal lives.  It gives them the skills to successfully and truly resolve conflicts in all contexts, including those most important negotiations with oneself.

All major Business Schools and Law Schools now recognize that most matters are negotiated (over 90% of all legal cases filed nationally are settled without a final hearing or verdict) and that negotiation is an essential, important and necessary skill that can and should be learned –– they offer negotiating classes which are frequently the most popular electives.  This program has been offered by WIN’s Director, Robert J. O’Donnell, at Pepperdine University School of Law in Malibu, California, at Plymouth State University in Plymouth, New Hampshire as part of its Business School MBA Program, at the University of Idaho College of Law in Moscow, Idaho, and at Hamline University School of Law in St. Paul, Minnesota.  Many companies and government entities, including IBM, the United States Postal Service, the Vermont Department of Personnel, Community Health and Counseling Services, National Life Insurance, the Orange County Health Department, the Northern Ireland Library and School Board, Elah Voluntary Counselling Service and the United States Peace Corps, have seen the need for this training and called upon WIN to offer this negotiation and collaboration training In-House for their leaders and staff.   Sample List of WIN Clients

This Certificate Program is tailored to meet the needs of experienced leaders and managers, as well as the inexperienced. Participants work with the cutting edge of negotiating and collaborating skills.  They are given skills, planning grids, and tools, including WIN’s Ideal Collaborative Model and three different negotiation planning grids, usable immediately after the training to resolve conflicts successfully.

This program is very intense and highly interactive. You will work hard and there will be homework to complete each evening and between the two Sessions.   Participants will have many opportunities to try out their new skills and knowledge and receive observations and suggestions on their performance to improve their negotiating skills.  When they finish the training, they have a greater sense of self confidence as they move forward to negotiate and turn their conflicts into positive opportunities for improvement.  It is an opportunity for participants to improve their negotiating and collaborating skills, improve the quality of their agreements, reduce the time they spend negotiating, and save them money in their next negotiation.

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Why is the Certificate Program 5 days?

You may have seen other negotiation trainings which are much shorter than the five days of the Certificate Program.   Most of them are shorter, to the point, and don't ask their participants to do homework. They are effective in conveying information.

The Certificate Program is more than just information.   It is an experiential educational program which will require you to think, which will actively engage you in the experiential exercises and role plays and in the class discussions, and will ask you to complete homework before you attend, each evening of the training and between the two sessions.  You will work hard.

Its aim is to get you to know more about the conflicts you will be resolving, how you have approached conflict in the past, how your future conflicts can be managed positively, better and more efficiently, while improving relationships, reducing tensions and improving your personal world and the worlds of others you encounter.  It also aims to help you to understand yourself better.   It is about gaining knowledge, learning, and growing.

The Certificate Program is about the possibility of change, changing the way you think about conflict and how it can be resolved.  How you resolved conflict in the past is based upon what you have learned in the past and how your experiences have created, affected and adjusted your underlying values and belief systems.   Those values and belief systems are the essence of who you are and how you are in the world.   They drive and motivate everything you think, say and do.   They are not negotiable and they cannot be changed by edicts or direction from outside sources or with mere information.   Your values and belief systems can only be changed through education such as the Certificate Program and you deciding because of that education that you want to change your underlying values and belief systems.   This is the only way your behaviors can change, as your values and belief systems are what drive and motivate all we think, say and do.  Education takes time and needs the experience of trying out what is offered.   WIN does not believe that such a change can take place in less than the five days of the Certificate Program.

The split sessions allow you to take less time away from the office for each session.   The split sessions also give you a portion of the training and then allow you to review and think about what was offered, try out some of the material, do some reading related to the training, complete homework, and then return to the second session while things are still fresh to review what was previously covered and build upon that with further training.   WIN believes it is a better learning model and helps to further internalize the training and make it longer lasting.

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What the Certificate Program Offers You

Specifically, the participants of the Certificate Program will:

• be able to negotiate better with themselves
• become a better negotiator
• be able to effectively collaborate with others
• be able to reach durable resolutions rather than shaky settlements
• learn how to do the traditional distributive "Dance" with those who want to negotiate this way
• be able to prepare for negotiations using one of the three planning grids offered in this program
• have a step-by-step negotiation road map to follow in all their negotiations
• improve their communications and their listening skills
• learn how to be assertive
• learn how to build trust
• learn how to manage anger
• learn about the power they have and how to use it positively and effectively
• be able to run meetings and build Teams more effectively and efficiently
• learn how to better manage and lead others
• be able to negotiate and collaborate with others in all contexts and at all levels: internally with yourself, One-on-One, in a Group or Team, and Group-to-Group

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What You Will Receive

Each participant will receive:

• 42 Hours of intensive instruction in Negotiating, Collaborating and Leading theory, skills and techniques.
• Opportunities to test our your new skills in six Exercises, five One-on-One Role Plays, and a Group-to-Group Role Play with Team Preparation.
• Extensive de-briefings of each Role Play with comments and suggestions from your Instructor.
• Viewing of a Video of one of the One-on-One Role Plays after you have completed the Role Play yourself.
• Confidential results from two separate Conflict Behavior Surveys and the opportunity to have your instructor help you interpret the results which will help you to better understand yourself and how you address conflict.
• Extensive written training materials, planning grids and tools developed by your Instructor, Robert J. O'Donnell, - all in a 3-ring binder with more than 230 pages of training materials
• Additional relevant reading materials with more than 100 pages of valuable resource and reference materials.
• A set of five plastic wallet-sized WIN Reminder Cards with a carrying case which set forth the main training points for you to keep with you.
• A copy of Getting to Yes: Negotiating Agreement without Giving In written by Fisher, Ury and Brown.
• Lunch provided each day, along with morning and afternoon coffee/soda breaks.
• Wine and Cheese Reception the first evening of each session to network with other participants.
• Mounted Certificate of Attendance inscribed with your name ready to hang on the wall.
• A learning experience which will stay with you your entire life

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Agenda for the Certificate Program

FIRST SESSION:

First Day - Resolving Conflict

The First Day of the Training takes a close look at Conflict and how it needs to be understood and approached to resolve, looks at the five Conflict Behavior Styles and the costs and benefits of each, Discusses the Collaborative WIN Process, the first of three Planning Grids, and the differences between interests, issues and positions, and reviews some Collaborative Skills and Tools which can be used in all negotiations:

Second Day - The Negotiation Process

The Second Day of the Training gets into the basic Negotiation Process used by most people – the Traditional Positional "Dance", gives you the second Planning Grid and tools to successfully complete the "Dance" more efficiently and with better results, Reviews the step by step road map for negotiations and how to be assertive in a positive way:

Third Day - Building on the Negotiation Process

The Third Day of the Training covers Collaborative Communication skills, shows you how to priortize and work with the driving forces in negotiations, moves into the more difficult aspects and challenges of the Traditional Positional "Dance", and focuses on opportunities to use the materials offered in roles plays:

SECOND SESSION

Fourth Day - Building Collaborative Skills

The Fourth Day of the Training covers negotiating over the telephone, managing anger, and the third Planning Grid, takes a different look at Power – how you can empower yourself and use your Power positively, moves into truly Collaborative Negotiations where money is not an issue, covers the Second Stage of WIN's Ideal Collaborative Model and discusses the principles, dynamics and skills of Consensus Building, Team Building, Effective Meetings and Team Negotiations:

Fifth Day - Advanced Collaborative Skills

The Fifth and Last Day of the Training looks at the Ethical Considerations in Negotiations, Building Trust, Achieving Empathy, coping with Dirty Tricks and Tough Negotiators and getting others to the negotiating table, focuses on Advanced Collaborative Skills, reviews how the training can be used to be a more effective Leader and Manager, and ends with a discussion of Mediation and how you can use it effectively:

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Certificate Program limited to 24 Participants

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Your Instructor for the Certificate Program

Please click here for the Summary Resume of WIN Director Robert J. O'Donnell

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Completion of the Certificate Program

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Money Back Guarantee

This training program has a money-back guarantee.  Upon completion of the five days of Training, if you are not 100% satisfied with the Certificate Program for Negotiating, Collaborating and Leading in Today’s World, we will refund the money you have paid for the training.   All we ask is that you return the written materials and your notes.   This is our personal Guarantee to you

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Where the Certificate Program Will Take Place

Vermont/New Hampshire Program - August/September, 2013

The Certificate Program for Negotiating, Collaborating and Leading in Today's World is scheduled for August/September, 2013 at a site yet to be selected. Please check back for more particulars.

Please note that lodging is NOT included in the cost of the training and you are responsible for your own lodging arrangements and payment.  .

Feel free to call WIN for information on other lodging in the area.

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Cost of Training Program

The cost of the full Five-Day Certificate Program for Negotiating, Collaborating and Leading in Today's World is normally $1,595.00.

Please Note: If WIN receives your Registration Fee after a date to be determined, there is a Late Registration Fee of $100.00.

If you can only attend the First Three-Day Session, the cost is normally $1,050.00, but $950.00 for this session only.   The cost for later attending the Second Two-Day Session is $750.00.  You can, however, pay fee for this session of $1,595.00 for the full program and attend the Second Session at a later date.

Please Note that the cost of Completing the Certificate Program is an additional cost.   For more information, please see: Completion of the Certificate Program

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Discounts Available

The following Discounts are available for those Registering for the full Five-Day Certificate Program:

(1) Multiple-employees of the same employer each receive a discount of $50.00 when they register for the same program.

(2) Full time government and non-profit employees receive a discount of $300.00.

(3) Those repeating the five-day program, or a previously offered four-day program, receive a discount of $300.00

All discounts are separate and may be combined if conditions are met.   Please contact WIN for information on discounts for those who wish to register for only the First Session or only for the Second Session.   Please note that attendance at the Second Session is only open to those who have already completed the First Session in a previous program.

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Interest-Free Payment Over Time Available

Participants may elect to pay the fees for this program over time by ten equal monthly payments.  Each payment will be equal to ten percent of the total fees with the first payment due at the time of registration and each subsequent payment due on the 1st of the month following the first session.  There is no interest charged for this election provided all payments are received by the Woodstock Institute for Negotiation within 30 days of each due date.  In the event any payment is not received within 30 days of a due date, interest will be charged on the outstanding balance at the rate of 1% per month (ANNUAL PERCENTAGE RATE = TWELVE PERCENT (12%) PER ANNUM)

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What Others Have Said about the Certificate Program

“The Collaborative Method taught by Mr. O’Donnell is an essential management discipline.   It can be applied in some fashion to most aspects of company relations, within and without.  Using Collaborative techniques in our sales immediately created direct, measurable benefits.”
– Robert W. Baker, Jr., Esquire, General Counsel, IDX Systems Corporation, Burlington, VT

“This was the most profound educational experience of my life.   I shall use what I have gained in all aspects of my business, family and personal life forever.”
– Lynn R. Kasin, Executive Administrator, Fishkill Health Center, Beacon, NY

“Bob O’Donnell is a creative inspiring teacher.  Information on negotiation and conflict resolution fit beautifully with our company’s efforts to implement total quality management and self directed work teams.”
– Sara Thompson, Administrator of Corporate Operations, Peverly-Routhier Company, Shelburne, Vermont

“Your training has virtually changed my life. It has taught me to listen and act in a different way – a new dimension and has provided me with the new tools to work through everyday conflicts as well as the skills to manage large conflicts involving diverse interests and issues.   Thank you again for an exciting, educational and entertaining experience.”
– Steve R. Drew, Community Relations Manager, The Bechtel, Group, Inc., San Francisco, California

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Continuing Education Credits

The Woodstock Institute for Negotiation has been accredited by the Vermont Mandatory Continuing Legal Education Board as an "Accredited Sponsor" for Vermont continuing legal education activities.   This training program qualifies for 42 hours of MCLE Credits for Vermont attorneys, with 2 of those credits being Professionalism Credits. 

WIN provides assistance to all participants in obtaining approval for their professional continuing education credits.  Please call us for further information.

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Registering for the Certificate Program

If you want to register by fax or by mail:

Click here for your Vermont/New Hampshire Registration Form which you can print, complete and mail.

If you are unable to print the Registration Form, please call WIN toll-free at 800 457-3211 and request us to fax or mail you one.

If you have any questions, please call the WIN office at our toll-free number: 800 457-3211.

Please contact the WIN office for a brochure, which includes a Registration Form, and for information on the location and dates for future Certificate Programs for Negotiating, Collaborating and Leading in Today's World.