PRESENTIAL WORKSHOP
PROGRAM
The Human Face of Negotiation
Punta del Este, Uruguay
05th-09th May/25
CLASS OF 2025
From 05th to 09th May
Punta del Este | Maldonado | URUGUAY
ABOUT CMI INTERSER
CMI Interser has its origins in the Harvard Negotiation Project, the world’s most recognized negotiation center and theory for the last 35 years.
Its predecessors, Conflict Management Inc. (CMI) and Conflict Management Group (CMG) were pioneering organizations in putting these theories into practice, both in the world of business and politics.
In 1997, CMI International Group was born, which combines the practical experience of CMI and CMG with the latest developments of the Harvard Negotiation Project, with the aim of bringing this negotiation methodology to the business and personal world. In 2016, CMI International Group reformulated its brand and became CMI Interser.
CMI Interser is an international consultancy specialized in negotiation, building meaningful relationships, mediation, prevention and conflict resolution. Its headquarters are in the city of Cambridge, MA, with regional offices in most countries in Latin America and Europe.
In Brazil, we established our headquarters in 2017.
PURPOSES
In the most diverse scenarios and in the current context, more than ever, people and organizations need to differentiate themselves and obtain better results in the long term, counting on the ability to communicate, persuade and build relationships.
Leading, negotiating, persuading, connecting and influencing are the different forms that the verb communicate takes. No relationship is possible without communication. It is an indispensable skill, resource and vehicle.
It is not possible to influence and persuade if we are not able to know ourselves first and observe, explore and understand others. Only by putting ourselves in someone else’s shoes can we generate the empathy and trust necessary to influence and lead.
It is possible to lead processes, points of view, moods, emotions or decisions. When we talk about persuasion, we are referring to a process in which “one person influences another, in a system and through a relationship.
Both professionally and personally, to undertake the task of negotiating and influencing others, you need to have resources and skills to:
GENERAL OBJECTIVES
DEVELOP PEOPLE
Ability for self-observation and self-knowledge;
Openness, curiosity and resources to listen, observe, explore and get to know the world of others;
Flexibility, skills and tools to build bridges, communicate, generate trust, build relationships and persuade.
SPECIFIC OBJECTIVES
Participants will be able to:
Deepen the path of self-knowledge.
Develop the capacity for self-observation and self-control.
Put yourself in a meta position to look at yourself and the negotiation as if you were on “a mezzanine”.
Identify and practice the skills and abilities of great negotiators.
Train and develop sharp eyes and ears to observe and listen to others.
Knowing what, how and when to ask to explore the interlocutor’s mental map.
Distinguish profiles and styles to adapt communication to the correct extent.
Have techniques to put yourself in someone else’s shoes and understand their perspective.
Develop skills and flexibility to follow “the world” of others and thus generate empathy and trust.
Enhance the ability to persuade.
CONTENT
MONDAY, 05/05
Celebration Cocktail
DAY 1 | MONDAY
At the Temple of Apollo
MORNING
Who is in charge?
A practical theory of personality.
Motivation and recognition: “caresses”
Existential positions, “I’m fine, you’re fine”.
Facing work challenges
and personal
Dealing with your own emotions and those of others.
Difference Between Authentic and Fake Emotions
AFTERNOON
Efficacy and elegance: structuring time and life.
Psychological games: action roles, movements and consequences.
Getting out of the trap: the drama triangle
Destination of people and organizations:
“life arguments and mini
argument”.
Life script or life plan?
Setting and achieving goals in your different roles.
DAY 2 | TUESDAY
The Human Face
MORNING
Sharing experiences with the HNP Model
Case: Three-party negotiation;
Revision;
Reflections on the applications of the model.
Staging: Filming of participants negotiating
Group preparation;
Negotiation;
Case review.
AFTERNOON
Competence and skills to negotiate and lead
The pillars of influence.
What to observe when observing?
The signs of behavior.
How to generate Empathy?
Rapport: The art of creating rapport
and confidence.
The Metaprograms
Segmenting profiles to persuade.
DAY 3 | WEDNESDAY
The Human Face
MORNING
Diagnosis and troubleshooting
The four quadrants.
A systematic preparation tool
Case negotiation;
Revision.
The sources of our differences
Perceptions are subjective;
Maps and territories;
The Inference Cycle;
Beliefs and Paradigms;
Bringing points of view closer together.
The power of the question
What? When? How to ask?
Leading with Questions;
Active Listening.
AFTERNOON
Video analysis
DAY 4 | THURSDAY
Excellence
VISIT LA BODEGA GARZÓN
MORNING | Departure from the hotel at 9am
Arrival La Bodega Garzón
Tour La Bodega Garzón
Guided tour of the Bodega
No. 1 in the New World;
Tasting accompanied by guidance from sommeliers.
Lunch (light)
Gastronomic service in station format;
Walking lunch service:
Los Fuegos de Mallmann, the Chef
Ambassador accompanied by wines from the Estate and Reserva lines of Bodega Garzón.
AFTERNOON
CMI activities with the group
Return to the Hotel at 5:30 pm
DAY 5 | FRIDAY
The "other's place"
MORNING
The Role Reversal technique;
Application in a personal case;
Revision;
Closure.
AFTERNOON
Closing ceremony –
Formal lunch for certification
TEACHERS
DETAILS
SCHEDULE
Group Reception
Monday, 05/05/2025
Welcome Cocktail for the CMI group at Hotel Enjoy
Workshop
Workload: 40 hours
Monday to Wednesday, from 8:45 am to 6:30 pm.
Thursday – Visit to La Bodega Garzón
Meeting hall hotel at 9:00
Departure from the hotel at 9:30
Return at 5:30 pm
Friday, from 8:45 am to 1:30 pm
Closing Ceremony – Lunch at 1:30 pm
Flights to Punta del Este
Direct flights on Thursday and Sunday, with Azul;
Other flights are via Montevideo.
IMMERSION LOCATION
ENJOY PUNTA DEL ESTE REEORT Y CASINO
Parada 4 Playa Mansa, Rb. Dr. Claudio Williman, 20100 Punta del Este, Departamento de Maldonado, Uruguay www.enjoy.cl/puntadeleste
Package includes: accommodation, breakfast (Las Brisas Restaurant), 1/2 board (lunch or dinner) with mineral water and soft drinks at Las Brisas Restaurant and daily spa access. Check in time: 3pm | Check out time: 12pm.
IMPORTANT: They will be exclusively valid from a minimum 10 apartments; otherwise, the rate will be modified. Will not be accepted check in or check out on Saturdays. One-way reservations will not be accepted night on weekends (Friday and Saturday).
DETAILS
Language
The workshop will be conducted in Portuguese and there will be simultaneous translation (Portuguese) when taught in another language.
Certificate
Certification for participation in the course will be granted by CMI Interser, including immersion in the Advanced Executive Education Program of Workhsop The Human Face of Negotiation in Punta del Este – Uruguay.
Materiais
The materials used in the activities will be in Portuguese delivered at the time of accreditation.
INVESTMENT
Official price: US$3,450/person
(reference value in US dollars) Real exchange rate against tourism dollars on the day of contracting.
Payment method: Swift into a CMI international account.
Included: cocktail, your participation in the program during the 05 days, materials, the day of experience at Bodega Garzón, the 4 (four lunches during the 05 days.
Travel from your home to the workshop location and your accommodation are not included in the price above.
- csacramento@cmiinterser.com
- brasil@cmiinterser.com
- www.cmiinterser.com.br
- +55 51 3105 5880
- +55 51 99715 9914
