Four simple options to support your negotiations
Negotiation Essentials
An introduction to negotiation essentials such as planning, harnessing the balance of power and tactics. Designed for delegates who tend to negotiate lower value, higher volume deals.
• 1 day in duration (2 x Zoom sessions if remote learning).
Who’s it for?
People with less than 3 years experience
Max attendees
8
Format
Virtual or face to face
Duration
Virtual: 4 x 4 hour sessions
Face to face: 1 day
Learning Objectives
1. Understanding of the difference between Selling and Negotiation and why it’s important.
2. Ability to recognize and succeed in both competitive and collaborative negotiation situations.
3. Ability to plan and prepare for your negotiations.
4. Be more self-aware and better able to manage stress both before and during the negotiation.
5. Ability to recognize and manage negotiation tactics.
Learning Outcomes
1. Delegates are clear on the Why in negotiation – the fundamental principles.
2. They know How the negotiation unfolds – the process.
3. They deepen their understanding of EMOTIONS in negotiation.
4. They know how to plan and prepare.
5. They understand the key behaviours and techniques in different types of negotiations.
Advanced Negotiator
Designed for experienced negotiators, dealing with higher value, strategically important, more complex deals. The course also covers mapping out and planning for more complex, multi variable negotiations, stakeholder alignment, and dealing with escalation.
• 2 days in duration (4 x Zoom sessions if remote learning).
Who’s it for?
People with more than 3 years experience
Max attendees
8
Format
Virtual or face to face
Duration
Virtual: 4 x 4 hour sessions
Face to face: 2 days
Learning Objectives
1. To learn the importance of getting inside the other party’s head.
2. To understand the drivers of negotiation power and how to shift power in your favour.
3. To learn how to use emotional intelligence in negotiation.
4. To learn how to build a climate of trust in the negotiation.
5. To strengthen your ability to create value with your counterparty.
Learning Outcomes
1. Delegates are able to successfully negotiate complex multi-variable deals.
2. They are able to adapt their negotiation styles to different buyer profiles.
3. They are able to build trust and collaborate with the customer.
4. They have greater self-knowledge and a personal plan for strengthening their competence as a negotiator.
Consultancy
Dealing with specific negotiation challenges with a particular customer/supplier/issue. For example:
· Cost price increases
· Trade Unions
· Dealing with Procurement
Who’s it for?
People with less than 3 years experience
Max attendees
8
Format
Virtual or face to face
Duration
Virtual: 4 x 4 hour sessions
Face to face: 1 day
Learning Objectives
1. To learn the difference between negotiation Strategy vs Tactics.
2. To learn how to build a negotiation strategy.
3. To learn how to Risk-proof your strategy.
4. To learn how to manage multiple stakeholders to maximise your results.
5. To learn how to be in control of the negotiation from start to finish.
Learning Outcomes
1. Negotiation strategies and action plans for upcoming negotiations.
2. What-if, contingency scenarios.
3. High levels of confidence ahead of the negotiation.
4. Clear strategy and communication plan leading to better internal alignment.
Coaching
One to one sessions to further embed learning taken from our course and now being applied to day job.
Who is it for?
Delegates who have attended either the Negotiation Essentials or Advanced Negotiator courses.
Max attendees
One to one or small groups.
Format
Face to face or virtual (Teams/Zoom).
Duration
1 hour long sessions - these can be extended.
Learning objectives
1. To embed learning from the courses into delegates real life, day job negotiations.
Learning outcomes
1. To achieve tangible, beneficial negotiated outcomes with delegates clients. 2. Bridging the gap between training and real life.