"Good pace, and balance between lecture and activity to solidify lessons. A good reminder of our last training. I have employed the techniques recently; especially BATNA and trading. Good engagement with the students. The case study was fun and interactive. Overall it was time well spent and certainly helped the team focus on improving our fundamental negotiating skills."
Global Business Manager - Higher Olefins
"Very enjoyable, but hard work - a sign of a useful day!
Found the role-play to be very useful in highlighting that even if it really does come down to price in certain situations, there is always more to discuss - which may give an advantage for Shell.
On the whole an excellent day. Now looking forward to my next big negotiation."
"Found the stories interesting and the exercises fun to do. I will certainly use the idea of working out the customer's interests versus my interests and ranking them. Also the BATNA idea I think is also very useful. The role-play was good as it was tailored to Shell Chemicals. I found it fun to do and also learnt a lot by evaluating the other party's interests and trying to find a solution to fit both parties i.e. a win/win.
The immediate role-play feedback was more useful than receiving feedback when the exercise is over because you still have the opportunity to put the feedback into practice. I think it makes it easier to retain the feedback.
I find it hard to copy someone's vocal qualities, especially over the phone and think it is not something I would personally use. I found the stories very interesting, especially the one about McDonalds.
I enjoyed the course in London much more and think I will retain a lot more of the information as a result."
"Gave me additional food for thought. A re-emphasis on discovering desires. I expected a refresher and got it. Useful in learning more of my negotiation parameters. Explanations definitely clear enough. Well done!"
"For the past year, Calum provided me with ad hoc 'personal' coaching to improve my overall leadership skills, focusing on goal achievement and relationships. With the former, they helped me clarify the overall goals for my team and the path to get there. With the latter, they helped me in understanding the overall team dynamics as well as assisting me in my own coaching of individual staff members. Having a coach is helpful as you have someone who is purely there to help you and has no interest in judging you and has no company 'baggage' of their own.
The Consultant recently provided me a day to assist me in:
- Understanding how to increase motivation of team
- Identifying key issues within the team and how I could change them
- Assisting staff with career development.
I appreciated the day as he:
- Provided a process for me to work through each of the above issues and had me act as a 'guinea pig' where appropriate
- Asked difficult questions to make me challenge myself as to the reasons underlying some of my organisational problems
- spaced the day effectively and followed it up afterwards
By focusing on the team (and myself) for the day rather than a particular business problem, I find I can understand several underlying structures and processes happening 'beneath the water line' which are resulting in the surfaced problems. The sessions are rather like root cause analysis for people."
Global Business Manager - Neodol and Derivatives
"The Negotiation consultant has consulted to Shell for over a year now, both in areas of public speaking and personal coaching for Executives.
Their extensive preparation, enthusiasm and follow up has made them an integral part of my team and the high standards they set are always achieved. The comprehensive approach of their training delivers impressive results and the Consultant worked well with all levels of the organisation.
The public speaking training covered every aspect of speech and presentation delivery, and is followed up with personalised feedback.
Their coaching has assisted executives in finding solutions to performance issues and the Consultant has been instrumental in breaking down barriers that prevent positive change. His very practical skills are tailored to meet individual requirements.
I would highly recommend Calum to any organisation. Please do not hesitate to call me should you require any additional information."
Global Communications Development Executive