From 25th till 28th of March Interpoint organised trainings of each two days about Harvard negotiation in Aruba. The conference room of the Costa Linda Beach Resort was the perfect location for both groups to be focused during these training days. The participants came from many different organisations from Aruba and Curacao.
The trainer, Wendy Versteeg from the Netherlands, introduced the participants to the Harvard way of negotiation, also called the Mutual Gains Approach. Most of the negotiations in Aruba are based on positional bargaining that almost always leads to a win-lose situation. But these participants learned how to get their negotiating partners out of their positions and think in interests. They learned how to prepare well before you start a negotiation and they practised during several simulations and role-plays how to “enlarge the cake” and how to reach win-win situations. As a trainer I was impressed by the hard work of all participants and at the end of the second day they were able to help each other with analyzing their own negotiations. Everybody was ready to start putting the mutual gains approach into practice in their daily personal and especially in their business life.