Frequently Asked Questions - FAQ's
Please find below a list of commonly asked questions to assist you in deciding if we are the right provider for you needs.
- What does the course fee include?
Public access course fees include the following:
- Pre-training negotiation preference and competency online profiles
- PDF copy of the training slides and preparation tool-sets
- Lunch, teas and coffees (biscuits or fruit when available - please advise of your dietary preferences)
- On-line Assessment together with full qualifying Certification (In-house training only)
- DVD copy of advanced video recorded case study simulation
- A friendly and highly skilled Negotiation Expert facilitating your rapid and fun learning
To ensure you enjoy more personal feedback and have all your questions answered, smaller group sizes are important to us. So the typical course ranges between 6 to 10 participants, with a maximum of 12. Should numbers rise above this level, we will either schedule another training or bring in a second consultant/trainer.
Public access training varies in duration as follows:
- Negotiation Cornerstones - 2 days
- Executive Negotiations - 4 days
- Sales Negotiation Training - 3 days
- Purchasing Negotiation Training - 3 days
In-house training interventions are tailored to each clients' needs and budget. So we usually agree on the ideal programme and length of training after talking together about your needs, and looking through and evaluating the results of your team/company's negotiation profiling competencies and areas of challenge. Our engagement model comprises of a number of stages, each stage concluding with our feedback flowing back to the client in order to make important decisions for the next stage.
Our public training courses are usually hosted at centralised city hotels. As you might expect, being a negotiation company means we have negotiated discounted room rates for all attendees. Just mention our name to the hotel and ask for the discounted rate. Whilst we do not handle the booking of your accommodation, we are of course happy to assist in whatever way we can should you require.
In-house customised training venues are usually arranged by our clients, but can be arranged by us if the client prefers. Whilst most clients elect to use their offices to save on costs, we would like to urge clients to consider the disruptive influence of being too close to email, the phone, meetings and other colleagues. For these reasons, please consider hosting your meeting far enough away from your staff's usual place of work so as to prevent distractions.
Certainly - please feel free to review our Negotiation Experts' bios for a view of their professional backgrounds and skill sets. All Negotiation Experts are certified in our Value Creation Framework and possess a wealth of commercial experience and have assisted many clients in achieving their commercial goals. Consultants are typically allocated to training engagements based on optimal suitability in respect of training objectives, industry and other clients requirements.
Yes - we rely on a number of online profiling tools to get to know more about you, your preferences, strengths, areas of challenge and opportunity. Your profile results enable our consultants to give you more personalised and detailed feedback as you progress in your development. The profiling tools vary depending on your choice of training. Profiling is quick and simple. Each profile requires less than 30 minutes, and all are completed anywhere on-line prior to training. Participants are provided with detailed, personalised reports during training. All your answers are kept strictly confidential.
Should you have sufficient time and interest to read a book prior to attending the course, please do call us to discuss which book may be most appropriate to your negotiation level and commercial reality.
Yes - depending on your course of choice, you will be trained and coached in the use of a number of toolsets and useful frameworks. We are happy to provide all attendees and clients with both hard and soft copies of all toolsets after trainings. Should you be interested in discovering whether any of our tools not directly covered in your particular course may be of use to you, we would be delighted to share these in a confidential meeting together.
The Negotiation Experts presents each participant with a certificate of accomplishment upon successful completion of training and our online post-training examination. It's important that each you not only get the most from your training, but also that you do pass the examination. To ensure you pass, we offer you free follow up coaching with a consultant to ensure you pass the exam the first or second time around.
Over 70% practical and applied. It's our experience and firm belief that you achieve the best long-term learning and trust your enhanced skills and toolsets more through use. Negotiation is very much an applied business practice used between living breathing humans. So rest assured that you will be engaged in a variety of case studies and simulations, skill building exercises, discussion groups, challenging Q&A's, and feeedback sessions. So expect to hear us lecturing for less then 30% of our time together.
Although our comprehensive framework is informed from Harvard and related Academic research, and our trainers possess significant academic training, we have a commercially emperical bias. Our framework has been tempered from the commercial rigours of our regular clients. This means that our tools and advice have been tested in business by senior negotiators, and is therefore emperically sound. Our ongoing modelling projects mean that the latest negotiation practices and technologies are regularly discovered and augment our framework further.
This varies greatly, depending no your chosen career path. For those climbing the corporate ladder, promotions usually lead to greater responsibilities and more client or partner/supplier facing negotiations. Behind the scenes it's usually reported that internal negotiations are often far tougher. In fact, it's all to often that we notice managers and executives gaining promotions due largely to their powers of persuasion and influence, rather than their overall job performance. For those involved in sales or in growing small to medium sized companies, enhancing deal winning skills is a source of competitive advantage necessary in today's tougher commercial environment. Procurement and purchasing managers see not only greater savings and value add to the organisations, but they are also trusted and consulted on purchases earlier on in the cycle and at a more strategic level.
We aim to accommodate participants as far as is practically possible regarding postponed bookings. Please call as soon as possible in this regard, we will be as flexible as possible to accommodate you. A new registration process will be initiated. You can choose to find someone suitable take your place. The following provisions shall apply to cancellation by the Client of any training services: Notice of cancellations received less than 21 days prior to the start date the Client shall be liable to pay 50% of the fees. Notice of cancellations received more than 21 days prior to the start date of the training, the Client shall be entitled to receive a full refund.
Our Consultants are available 5 days a week (and usually 7 days a week) to get to grips with your challenges and provide you with confidential detailed advice. Our courses are specialised and highly focused, and it is important to ensure that you select the right course. Full course details are provided online together with detailed course brochures. If you require additional information over and above this, please do not hesitate to contact us to discuss your requirements, concerns and/or any other issues.
Participant attending a specific course will vary in profession, background and experience levels. However, participants on the same course will usually share similar objectives in respect of skills development. We find that the greater the variety in the group, the more interesting the case study and role play simulations. We encourage our participants to interact fully to maximise the learning experience. All courses offer you ample opportunity to contribute to your groups learning - most especially the Advanced Training. Participants often report having learned a great deal from other participants, and sometimes make invaluable contacts that greatly enhance their business network.
Please visit our clients page to view a sample of what previous attendees have said about our training interventions - the good and the very occasional not so good. For in-house requirements, we would be happy to provide written and/or telephonic client references - just ask.
Whilst you will receive this information in your joining instructions email, most public trainings are fairly similar in their timings. Most courses start by 9:15, and finish by 17:30. Some courses may run to 18:00, with Friday trainings finishing closer to 17:00 to accommodate those with flights and other travel requirements. Please do discuss your timing constraints with us as soon as possible to enable us to make a plan together.
Your online registration will enquire about your specific needs, whether eating, physical, visual or other.
Should you require 1:1 coaching during the course, please talk directly with your trainer. Our consultants arrive early and often stay late to assist you in:
- deepening your skills and understanding further,
- understand your profiling results and planning what actions to take,
- receive personalised detailed feedback,
- better prepare for case studies
- discuss and explore a current or upcoming negotiation.
We just ask that you please give our training consultant as much notice as possible to enable them to accommodate you. This service is offered to all attendees at no additional charge.
Yes - after the training, you will receive a DVD copy of your video taped final day simulation together with soft copies of preparation tool-sets employed on the course.
Yes - the course brochure provides an outline of what you can expect each day.
We are always interested in hearing from professionals who share a passion for negotiation. For those interested in partnering with our organisation on a consulting/training basis, please contact us to talk through your skills, situation and any opportunities we may be offering.