Advanced Negotiation Skills Workshop

The Negotiation Academy

Training

In Henley-On-Thames

£ 1,950 + VAT

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Description

  • Type

    Training

  • Location

    Henley-on-thames

  • Duration

    2 Days

This course creates a peer-level, mixed industry forum that allows one to explore leading practice negotiation concepts & tools in a lifelike setting. Delegates will learn how their preferences, competencies & behaviours directly influence their negotiated outcomes and will leave this course with a detailed understanding of what drives successful commercial negotiation at the highest level. Suitable for: This cross-industry course is aimed at experienced business negotiators. It caters specifically for those who negotiate high value and/or complex transactions.

Facilities

Location

Start date

Henley-On-Thames (Oxfordshire)
See map
Greenlands, Henley-On-Thames, Oxfordshire, Rg9 3au, England, RG9 3AU

Start date

On request

About this course

Delegates will typically possess at least 5 years senior level negotiation experience.

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Course programme

COURSE OUTCOMES

After attending this course you will:

  • Have a detailed understanding of your strengths & weaknesses in the context of complex commercial negotiations.
  • Be able to implement the most appropriate negotiation strategy for every single deal.
  • Be able to identify the key elements of corporate negotiation strategy & processes that are required to support world class commercial negotiation.
  • Be able to effectively structure & manage negotiation teams.
  • Be able to select & execute the most appropriate negotiation strategy for each transaction.
  • Be able to use different negotiation tactics and techniques – which will enhance your deal making ability when negotiating from a position of weakness and against manipulative counterparties.
  • Prepare effectively for both complex and simple negotiations – by analysing relationship and task related objectives and activities.
  • Know how to prepare for and engage in cross cultural business negotiations.
  • Be able to use the 6 principles of persuasion to improve the effectiveness of your interpersonal communications within negotiations.

    COURSE AGENDA

    DAY 1

    Welcome & Individual Introductions
    Objectives and Expectations
    Understanding ourselves and our negotiation preferences
  • Why do we negotiate the way we do?
  • The 4 pillars of Advanced Negotiation

    Supported by exercise


    Collective debriefing of individual negotiation preference profiles
  • Understanding my own negotiation preferences.
  • What makes a good negotiator?
  • How can we better understand & respond to our counterparties?
  • Introduction to Leading Practice Whole Brain Negotiation.
  • Applying the Four Pillars of Negotiation

    Supported by exercise


    Advanced Negotiation Pillar One: VISION

  • Negotiation Strategy & Style
  • Negotiation Tactics

    Supported by means of a negotiation simulation


    Advanced Negotiation Pillar One: VISION

  • Creativity in negotiation
  • Overnight team assignment

    DAY 2

    Vocational Negotiation Issues Discussion
    Advanced Negotiation Pillar Two: VALUE
  • Deal objectives
  • Aspiration Base
  • Real Base
  • BATNA
  • Contracting Zone

    Demonstrated by means of a negotiation simulation


    Advanced Negotiation Pillar Three: PROCESS
    Preparing for negotiations
  • The Negotiation Dashboard
  • Questioning
  • Framing the negotiation

    Demonstrated by means of a negotiation simulation


    Advanced Negotiation Pillar Four: RELATIONSHIP

  • Trust
  • Visibility
  • Flexibility

    Demonstrated by means of a negotiation simulation


    Advanced Negotiation Pillar Four: RELATIONSHIP

  • The Art & Science of Persuasion
  • The 6 principles of persuasion

    Supported by exercise


    Team questions – review of days one & two
    Advanced Negotiation Pillar Four: RELATIONSHIP
    Managing the negotiation engagement

  • Creating the appropriate Negotiation Climate
  • The negotiation environment
  • Cross cultural negotiation
  • The constituents of communication & their positive manipulation

    Supported by exercises


    Videotaped negotiation simulation

  • Delegates apply all the learning acquired during the preceding 1 ½ days in this customised/generic simulation


    Videotaped negotiation simulation debriefing
  • Summary & Close

    Please note that all concepts, principles & tools are taught using cutting edge negotiation skills teaching methods making use of several media including exercises, simulations, case studies, video and video – recorded negotiation simulations.


    POST TRAINING

    The relationship with The Negotiation Academy does not end on the last day of the training workshop. All delegates become members of The Negotiation Network and can participate in quarterly webinars & have their questions answered by members of The Negotiation Academy’s Consulting Board free of charge. All delegates will receive exclusive access to the latest Negotiation Academy research findings.


    RETURN ON INVESTMENT

    Our methodology has been designed to focus on the elements within negotiation where we can achieve the optimal impact within a business context. The course was designed by business people for business people. Ours is not an academic approach with few practical references, but rather an holistic approach leveraging the latest research combined with the business practical, global experience, of a select consulting board. If you are prepared to master the tools provided during the training course you will improve the results of your business negotiations – guaranteed!

    • Additional information

    Payment options: Follow on Coaching The option is available to combine the training course with personal coaching to accelerate the return on investment. For an additional fee of £ 250, delegates will receive 2 X 30 minute telephonic individual coaching sessions from a Senior Consultant. The 1st coaching session takes place at a convenient time directly subsequent to the training engagement and is followed up by the second coaching session 6 weeks after the training engagement. As an output from the personal coaching sessions, delegates will receive an in depth personal negotiation preference profile as well as a detailed Personal Development Plan which will outline specific actions to capitalise on negotiation strengths & mitigate weaknesses.

    See related categories

    Advanced Negotiation Skills Workshop

    £ 1,950 + VAT

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