Negotiation

Nature or nurture, manipulation or co-operation, visual and verbal cues: we have negotiation courses to suit all. With countless theories and approaches out there, we have built our material from proven leading global authorities in this field to ensure that the content is underpinned whilst remaining current and invigorating. As practitioners, we have also led simple and complex negotiations across a diverse range of requirements and so are able to interject with anecdotes and war stories.

Whilst these are the courses we run regularly, we’re normally able to put together a session that reflects your bespoke requirements.  Courses are aimed at individuals involved in commercial negotiations who seek best practice frameworks, tools and techniques to achieve consistent results.

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The Comprehensive Negotiation Suite

1- to 3-day courses suitable for all functions tasked with negotiation and with budgets to spend, including HR, Procurement, Sales, Marketing, Engineering and Commercial. This course is packed full of key building blocks and techniques for optimising the outcomes of negotiations.

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The Comprehensive Negotiation Suite

1- to 3-day courses suitable for all functions tasked with negotiation and with budgets to spend, including HR, Procurement, Sales, Marketing, Engineering and Commercial. This course is packed full of key building blocks and techniques for optimising the outcomes of negotiations.

Content modules include:

  • Positional bargaining
  • Typical approaches
  • Understanding needs
  • Fostering mutual interests
  • Communication: the three Vs
  • Perceptions and conditioning
  • Building confidence: removing fear
  • Knowing yourself
  • Developing settlement ranges
  • BATNA
  • Influencing methods
  • Typical styles of individuals
  • The art of listening
  • Body language
  • Generating options
  • Breaking traditional behaviours
  • Concessions planning
  • Moving and closing

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The Art of Negotiation

A 1-day workshop exploring deeper principles underpinning negotiations and developing options to reach mutual agreement.

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The Art of Negotiation

A 1-day workshop exploring deeper principles underpinning negotiations and developing options to reach mutual agreement.

Content modules include:

  • Micro-tactics
  • Negotiator traits
  • Dealing with roadblocks
  • Balancing relationships
  • Separating people from the problem
  • Focusing on interests not positions
  • Options for mutual gain
  • Objective criteria
  • Signs of deception
  • Strengthening weak positions

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Hidden Psychology

Negotiation occurs between human beings, not machines or databases, so human behaviour has a great impact on the process and its outcomes over and above the objective facts. This is a 1-day course.

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Hidden Psychology

Negotiation occurs between human beings, not machines or databases, so human behaviour has a great impact on the process and its outcomes over and above the objective facts. This is a 1-day course.

Content modules include:

  • Methods of persuasion
  • Body language
  • Personality traits
  • Highly effective behaviours
  • Fixed-action patterns
  • Search images
  • Contrast principle
  • Rule of reciprocation
  • Reject–reduce techniques
  • Commitment–consistency link
  • Social proof
  • Friendship principle
  • Scarcity principle

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Inside the Buyer’s Mind

Turning sales training on its head, this 1-day seminar allows sales teams to get inside the buyer’s mind and discover the tactics and techniques used by procurement professionals in negotiations.

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Inside the Buyer’s Mind

Turning sales training on its head, this 1-day seminar allows sales teams to get inside the buyer’s mind and discover the tactics and techniques used by procurement professionals in negotiations.

Content modules include:

  • Profile of a typical buyer
  • How buyers profile sellers
  • Recognising ‘buyer’ signals and what they mean
  • Managing the competitive landscape
  • Buyer objectives: what makes them tick
  • The selection process
  • Negotiating positions
  • Managing the ongoing relationship
  • Price, cost and value

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Why not take our quick quiz and find out what kind of negotiator you are?  You might be surprised with the results!

Call us now on +44 (0) 7495 468488 to discuss how we can create the right course for you, or just send us an email.