Post on 25-Sep-2020
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Training Programs 2013
2
WHO WE ARE
Solutions Academy is ADR Center’s Training & Consulting Division
Established in 1998, ADR Center is the first and currently largest company in Italy
specialized in conflict prevention and management, with professional
experience in four different continents. In 2012 alone, the company managed in
excess of 3,500 civil and commercial disputes, helping their resolution primarily
via consensual methods such as negotiation and mediation.
In the classroom, via training, and on the job, through consultancy and
coaching, Solutions Academy provides top quality expertise to support people
involved in negotiations, at all levels, in any kind of organization.
Solutions Academy’s experts have delivered hundreds of specialized courses
around the world, to both the private and the public sector. Current and past
clients include international organizations such as the World Bank, the European
Commission and the Inter-American Development Bank; large multinational
corporations including General Electric, Finmeccanica, Bank of New York Mellon,
Diesel and Enel; international law firms such as Allen & Overy, Baker & McKenzie,
Cameron McKenna and many others.
The company’s lead experts include professors at prominent academic
institutions who have published books and articles in negotiation and alternative
dispute resolution, some of which have been translated in several languages.
Their continuing scholarly work ensures that the services offered by Solutions
Academy incorporate the latest and finest scientific elaboration in the field.
Negotiation at Its Best Advanced Negotiation Negotiating Across Cultures Challenging Conversations Negotiating with Hostile Parties Principles of Persuasion® Lie Detection Mediation Advocacy
Training Programs
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MAIN TOPICS ADDRESSED
The art and science of
negotiation
Techniques to claim value
Principles and techniques to
create value
Avoiding common negotiator’s
mistakes
Your negotiation style, and that
of your counterparts
Outline
This “flagship” course explores the
dynamics, skills and constraints of the
negotiation process.
A theoretical framework for understanding
negotiation practice in a variety of
contexts is developed through
presentations and highly interactive
exercises and role plays.
The learning experience is enhanced by
watching clips of various groups of
negotiators, with different styles and
techniques, working on the same case.
Key Learning Points
- Preparing effectively to negotiate
- Managing the process at the table
- Gaining greater confidence
- Generating better results
NEGOTIATION AT ITS BEST
DURATION
2 days
PARTICIPANTS
20/24
LANGUAGE
English
2
4
ADVANCED NEGOTIATION
Outline
Regardless of the participants actual
negotiation experience, this course is
designed for those who have already
taken “Negotiation at Its Best” or other
foundation training on negotiation.
The course teaches how to apply
fundamental negotiation principles and
tools in situations of greater complexity,
both in substance and number of parties
involved.
In addition, the course focuses on
important themes, such as, overcoming
barriers to agreement and dealing with
difficult ethical questions in negotiation.
Key Learning Points
- Achieving your goals without
prejudice to relationship and
reputation
- Driving for results even when the
situation gets tough
- Negotiating successfully without
losing your soul
MAIN TOPICS ADDRESSED
Multi-issue negotiation
Multi-party negotiation
Strategic and psychological
obstacles to agreement
Negotiation ethics
DURATION
2 days
PARTICIPANTS
16/20
LANGUAGE
English
3
5
MAIN TOPICS ADDRESSED
The science behind cross-
cultural understanding
Origin and consequences of
cultural biases
The 5-D Model and its evolution
The consequences of cultural
differences for successful
negotiation
Outline
Extensive research, especially in the field of
anthropology, has facilitated a better
understanding of how cultural differences
influence people’s behavior at the
bargaining table.
This course teaches how to negotiate
successfully around the globe, based
primarily on Geert Hofstede’s 5D Model of
cultural dimensions.
A relevant part of the course is devoted to
building the participants’ own cultural
profile, and familiarizing them with the
fundamental societal values that shape
how people think and act.
This understanding will empower them to
interact more effectively with people from
other cultural groups, well beyond
anecdotes and stereotypes.
NEGOTIATING ACROSS CULTURES
Key Learning Points
- Understanding culture and its
impact on negotiation
- Improving the process of cross-
cultural interactions
- Achieving business goals through
enhanced intercultural
competence
- Dealing with your own, and the
others’, cultural assumptions and
stereotypes
DURATION
1 day
PARTICIPANTS
16/20
LANGUAGE
English
4
6
CHALLENGING CONVERSATIONS
Outline
Debating difficult issues with colleagues,
clients and even family members can be
daunting. However, refraining from
engaging in those conversations, or doing it
poorly, can exacerbate the situation. This
can result in problems remaining
unresolved and potentially becoming more
complicated.
Based on the seminal book “Difficult
Conversations: How to Discuss What
Matters Most,” the course focuses on the
key principles and techniques related to
changing our thinking about
communication, in order to be truly
effective in our most challenging
conversations.
Key Learning Points
- Transforming challenging
conversations into useful ones
- Managing your thoughts and
feelings to improve the quality of
your communication
- Listening, inquiring and advocating
more effectively
MAIN TOPICS ADDRESSED
The role of perceptions in
communication
The “ladder of inference” and
its perils
The impact of the “internal
voice” when communication
gets tough
DURATION
1 day
PARTICIPANTS
16/20
LANGUAGE
English
5
7
NEGOTIATING WITH HOSTILE PARTIES
Outline
Drawing from hard lessons learned in
negotiations under the most difficult
circumstances - including hostage taking,
public crisis prevention and complex
business deals - the course teaches how to
deal with hostility, anger and tough
negotiation situations under challenging
conditions.
The course was developed in cooperation
with Jack Cambria, Chief Commanding
Officer of the Hostage Negotiation Team of
the New York Police Department.
This extremely intensive training experience
will challenge participants just as much as
a real tough negotiation would.
Key Learning Points
- Negotiating within serious
constraints
- Building rapport with very difficult
people
- Reaching agreements that seemed
impossible
MAIN TOPICS ADDRESSED
The impact of emotions at the
bargaining table
Preparation on process and
substance
Tricky tactics and ways to defuse
them
DURATION
1 day
PARTICIPANTS
16/20
LANGUAGE
English
6
8
PRINCIPLES OF PERSUASION ®
Outline
Based on Robert Cialdini's evidence-based
studies on the psychology of persuasion,
this course provides participants with
current scientific insights into what causes
people to change. They will learn about,
and practice, six principles of persuasion
that are fundamental in life. These
principles are universally effective across
the globe in causing people to say “yes”
to our requests.
The course will also show how to apply the
principles in an ethical manner to solve
difficult, real-world problems by engaging
participants in various practice exercises.
This course is delivered by a “Cialdini
Method Certified Trainer.”
Key Learning Points
- Influencing people regardless of
their nationality, education or
background
- Being persuasive without being
deceptive
- Identifying and perceiving the
reasons for rejections
- Learning to make mutual
concessions and how to say “no”
MAIN TOPICS ADDRESSED
The six fundamental principles of
persuasion
Activators and amplifiers of the six
principles
Common influence traps that lead
to bad decisions
Small changes to your current
approach that increase people’s
willingness to say “yes” to your
requests
DURATION
1 day
PARTICIPANTS
16/20
LANGUAGE
English
7
9
LIE DETECTION
Outline
The course focuses on how to negotiate
more effectively using the science of
emotion and the science of how
emotions affect negotiation. This can
include when people may be lying, or
be less confident than they might
appear.
The course will also help participants to
understand better when your arguments
may be working, and when they may
be starting to backfire.
The lead course trainer has developed
his exclusive materials after years of
collaboration with Paul Ekman, the
scientific inspiration behind the hit
television series “Lie to Me.”
Key Learning Points
- Improving emotion detection
skills
- Recognizing lies and deception
- Verifying the impact of your
arguments and behavior in
negotiation
MAIN TOPICS ADDRESSED
Five sets of ways to detect lies
through attention to facial
expressions, verbal style, body
movement, vocal cues, and
verbal content
Examples of how to identify one
specific emotion, such as
anger, based on the science of
facial expression
The science of facial
recognition across different
cultures
DURATION
1 day
PARTICIPANTS
16/20
LANGUAGE
English
8
10
MEDIATION ADVOCACY
Outline
Mediation, as an Alternative Dispute
Resolution (ADR) method, is becoming
increasingly popular worldwide. The virtues
of mediation to prevent and settle legal
disputes outside of courts, and to preserve
a working relationship in ways that would
not be possible in a win-lose procedure,
are particularly useful in the international
arena.
The course focuses on the role of the
“advocates” in mediation (both the party
and its lawyer): from the beginning of the
dispute to its conclusion. Particular
emphasis is placed on the skills required to
proactively advocate one’s interest in a
consensual process, by “borrowing” the
power of the mediator.
Key Learning Points
- Choosing the appropriate tools to
manage disputes
- Advocating for results in a
consensus-based setting
- Leveraging the process to your
advantage
MAIN TOPICS ADDRESSED
Dispute resolution options
How to prepare for mediation
The stages of the mediation
process
Influencing the process to serve
your ultimate goals
DURATION
2 days
PARTICIPANTS
16/20
LANGUAGE
English/French
9
11
After introducing a principle, a theory or a
problem, (1) participants are shown a
relevant video simulation.
Next, (2) instructors facilitate a discussion,
focusing on the goals and the agenda of the
actors, and the more common mistakes
people commit in those situations.
Subsequently, (3) participants are divided into
groups and receive instructions for a role play
exercise, so as to experiment with what they
have seen on video and discussed.
Finally, after observing the role plays, (4)
instructors provide participants with
constructive feedback for areas of
improvement.
Depending on the complexity of the exercise,
the role play might precede the video, to
prevent participants from simply mimicking
the behavior of the actors.
(1) Watch Video Simulations
(2) Learn Theory
(3) Role Play
(4) Receive Feedback
10
12
ADR CENTER – Solutions Academy Via del Babuino, 114 – Rome, ITALY Tel. +39 06 69380004 – Fax +39 06 69190408 academy@adrcenter.com www.adrcenter.com/academy