Managing & Management in a Challenging Reality black icon Negotiating a Commitment by Michael Tsur Profile Picture
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Managing & Management in a Challenging Reality black icon

Course: Negotiating a Commitment

3   |   16   |   English, Hebrew   |   Lifetime
Course Summary
In the constantly changing reality in which we live, promises and commitments are broken on a regular basis, whether intentionally or not. As individuals, and in particular as negotiators, we aim to minimize as far as possible our part in situations where a commitment is violated. Alternatively, we can strive to identify in advance the potential for violation, and try to eliminate them.
What you'll learn
  • Handling in situations where a promise, or a commitment made during negotiation is not fulfilled.
  • A structured way for making sure that commitments that we get will be fulfilled.
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Preparing to Negotiation - PTAP Preparing to Negotiation - PTAP 5   |  16
Rules of Engagement Rules of Engagement 13   |  81
Multi-Cultural Negotiation Multi-Cultural Negotiation 11   |  66
Syllabus
Description In the constantly changing reality in which we live, promises and commitments are broken on a regular basis, whether intentionally or not. As individuals, and in particular as negotiators, we aim to minimize as far as possible our part in situations where a commitment is violated. Alternatively, we can strive to identify in advance the potential for violation, thereby eliminating the frustration and discomfort deriving from us counting on a partner’s commitment.We have to remember that during negotiations, aside from the process itself, we must also look out for ourselves and for our well-being. This method aids us in this crucial mission, preventing us from being hurt in a situation we could eliminate and prevent potentially harsh feelings.In this course you learn the rules of how to act in cases where you doubt a commitment’s chances of being realized. Doubts can arise due to past experience, a gut feeling, or other signs. However, in this course you learn how to look past those doubts and act accordingly.
Objectives Upon completion of this course, the student will be able to:
  • Understanding a clear method to validate a commitment made by a negotiating partner
  • Learn how to handle situations where a promise, or a commitment made during negotiation is not fulfilled
Course Modules
The course includes the following modules:
  • 1.  Inroduction
     As we negotiate, we sometimes doubt our partner’s ability or intention to keep up with their commitments. Occasionally, that doubt arises due to past experience with that particular partner, who tends to make promises or commitments but fails to deliver, and in other cases doubt could arise from a gut feeling, or simply from the level of importance this commitment holds for us, and from the consequences from depending upon it. In this lesson you face the dilemma deriving from the fact that you do not want to hurt the negotiating partners and their motivation to deliver what they promised.
  • 2.  Making Sure Our Partner's Promise Goes Through
     Every negotiation process is based upon constructive communication. Our doubt of the situation can be interpreted by our partner as a lack of trust, and even damage the future relationship. Therefore, the style of approach becomes much more important in those cases where we doubt a situation, while we are equally interested that the commitment is fulfilled. In this lesson you learn the first three steps to ensuring a minimal gap between the transmitted and received message, the importance and significance of the promise on your side, and the understanding of your partners that their promise holds a great deal on our side, and has potential consequences.
  • 3.  Reacting to an Unfulfilled Promise
     As we work though the method, there could be cases where we carry out the first steps, but reality sets us back, whether intentionally or not. The promise or commitment of our negotiating party was not carried out. We must stick with the method, and act in a structured manner, especially due to the fact that our natural intention is to act in anger and frustration, an act which might keep us farther away from reaching our goal; our negotiating partner’s keeping up their obligation. In this lesson you learn the two additional steps of the method, which you use to handle situations where a commitment is broken. You do so to allow your partner to correct the situation, or therefore ensure, as much as possible, that the situation does not recur.
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