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Training Programs 2013

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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

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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

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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

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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