Introduction
The Advanced Negotiator workshop offers depth and breadth of subject matter, exposing the wide potential for benefit that many negotiations offer. It addresses methodology and behaviours at and beyond the negotiating table, enabling participants to create and claim maximum value, as well as providing ample opportunity to learn from case studies and to practice the procedures and skills learned.
Objectives
Following the workshop, participants will be able to:
- Recognise the different phases of negotiation and understand what we might seek to achieve in each
- Prepare effectively and comprehensively, and to create a preparation template for future negotiations
- Understand the meaning and benefit of continuous analysis and resetting
- Make appropriate decisions about information exchange
- Bargain successfully
- Discover and create additional value from negotiations
- Seek out non-obvious solutions
- Ensure comprehensive agreements that achieve optimal outcomes
- Design agreements with implementation front of mind
- Negotiate complex, multi-variable negotiations
- Deal with aggressive and emotional negotiators
- Deal with difficult situations, for example, when the power balance is against them
- Understand how to increase their power in a negotiation
- Maximise the impact of skilled communication in the negotiation environment
- Plan for cultural challenges
- Apply a wide range of persuasion techniques
- Take action away from the table to shape and reshape the situation to their own advantage
- Recognise their own negotiating strengths and weaknesses and plan for continuous improvement
Duration: 3 days
Who is it for? Experienced negotiators, and confident, mid-level-experience negotiators seeking a significant step up
Group size: Minimum 4 people; maximum 12 people.
Teaching method: tutor-instruction, syndicate work, case studies and video-reviewed negotiation simulations
Please contact us for further information regarding The Advanced Negotiator workshop.
Booster sessions take place within 4 months of a workshop. The objective is to revise and reinforce the workshop content including sharing experiences post-workshop. Normally this will include the full group of participants and will be organised and facilitated by the Negotiation Workshop tutor online.