Advanced Negotiation Training

About this Course

Our Advanced Negotiation Training is for experienced negotiators. We'll teach you how to handle deals which are: international, complex, large or strategically important, team based, comprise multiple products or services, multi-year, affect multiple departments and stakeholders.

In our increasingly commoditised markets, negotiation needs to be your competitive advantage. Defend and grow your margins through mastering negotiation best practice preparation tool-sets, processes, value maximising strategies, persuasion and influencing skills, team roles, tactics, plus more planning and preparation skills necessary to achieve outstanding deals consistently.

Unlike academic courses with 'advanced' and 'executive' labels, the effectiveness of this Advanced Negotiation Training has been proven internationally by veteran commercial teams from some of the world's largest multi-nationals. Our approach is highly practical rather than theoretically biased, where you'll employ world first innovative tools, and gain personalised feedback from a seasoned global Negotiation Expert.

Timely reinforcement post graduation ensures lessons stick. Negotiators complete an assessment several months post graduation, plus negotiate again with each other using our popular online Negotiation Sim.

Video review and role plays were great. Exciting, new and existing ways of growing business and develop better processes. Review of videos was invaluable. ...

Course Overview

For our in-house trainings, we work shoulder to shoulder with clients to truly customise solutions. Delivery typically takes place in clients' offices. Tailoring typically includes customisation of case studies, choosing modules and the depth of coverage, role play choices from our library and profiles. Want to know more? Check out our in-house training customizer. You'll navigate your way through various realistic seller-buyer commercial role play exercises, some delivered using our cutting-edge Negotiation Sim.

Testimonials

All very good, and great value 5 day course. Role play, videos, value creation framework. the video review was very powerful for changing my bad behaviours,...
The training was excellent and particularly relevant to my role. I have already experienced success using the tools and concepts that we learned. As with an...

Key Outcomes

  • Gaining a better understanding of your counterpart's wants and needs to build more value.
  • Shorter deal cycles to reach agreement faster.
  • Winning more 'yes' responses to your proposals from learning persuading and influencing techniques, no costly concessions required.
  • Maximising your negotiation power leverage.
  • Increasing your margins by claiming more of the value you've created.
  • Notice others' manipulative tactics before they gouge value, and  neutralise in ways that maintain your relationships.
  • Mastering our structured negotiation framework with supporting interlocking tool-sets to navigate the most complex of deals.
  • Creating more collaborative relationships, while also excelling in the competitive part of the negotiation.
  • Achieving more and bigger discounts and price increases.
  • Enlarge and expand the value before claiming the lions share using our Trading Plan template and other tools from our Value Creation Framework.
  • Get personalised detailed feedback coaching from a Negotiation Expert, including on the big split screen. Giving your team insightful feedback.
  • Identify your body language leaks, learn how better to read your counterparts patterns and micro-signals, including when they're bluffing.
  • Learning from your individual and team Negotiation Diagnostic and Negotiation Styles profile reports to identify your biggest areas of growth opportunity.
  • Confidently reframe your way past difficult objections.
  • Modifying your approach after learning how to better profile your counterpart conversationally, and enjoy more negotiation success in less time.
  • Safeguarding your team against bleeding profit through many small compromises.
  • Deepening your level of rapport and trust, including cross-culturally.
  • Controlling meetings by using your agenda and many other techniques.
  • Review all negotiations to witness your rapid improvements.
  • Choosing and coordinating your team's roles as you prepare and negotiate. Aligning your negotiation team, despite differing KPI's.
  • Gather the knowledge necessary to keep control through asking better questions in the optimal sequence.
  • Rather than feeling stressed, feel confident in your superior preparation.

Our Approach

You'll spend most of your time negotiating your way through challenging role plays and then reviewing your negotiations. Why do we have such a strong bias towards the practical, sharing only a minimum of theory? Over the years we've noticed that behaviour is far more likely to change from learners 'doing'. Trust and mastery of our tool-sets grows out of getting great results in action.

Some modules are introduced with a role play and unpacked in the feedback which follows, while more complex modules are briefed first followed by a role play. Feedback is provided via a number of methods: video analysis, point scoring, and group discussions. Analysis will mainly depend on which module is being taught, each module building one-upon-another. Feedback can be right brained such as persuasion techniques, or left brained such as tool-sets. Our delivery style is highly interactive and entertaining, keeping energy levels high.

Negotiation role plays build steadily in complexity, from single negotiators to team based buyer negotiations. Our Advanced Negotiation Training is characterised by in-depth discussions amongst an experienced group of negotiators.

Who's This For?

Advanced Negotiation graduates typically possess at least a few years negotiation experience, with many having previously taken negotiation training. Our Advanced Negotiation Training is far more intensive than those offered by Universities' Academics. Our focus is commercially proven best practice, including profiling and detailed multi-dimensional in-depth personalised feedback, incorporating two-camera video feedback from a global negotiation expert. If you need practical proven approaches rather than academic discussions, get in touch.

Agenda

DAY 1
DAY 2
DAY 3
DAY 4

  • Introduction & Objectives
  • Price Negotiation Role Play
  • Core Concepts Debrief
  • Negotiation Styles Role Play
  • Negotiation Styles Profile Reports
  • Competition vs. Collaboration
  • Whole Brain Thinking Profiles
  • Questioning
  • Role Play Exercise & Debrief
  • Daily Recap

  • SWOT, Trading Plan & Agenda Control
  • Role Play - Point Scored Sim
  • Re-framing Buyer Objections & Exercise
  • Manipulative Tactics & Role Play
  • Complex Team Based Role Play
  • Feedback: Split Screen Video or Sim Graphs
  • Daily Recap

  • Framing & Controlling Meetings
  • Role Play & Debrief
  • Value Creation Framework
  • Stories that Sell
  • Complex Team Based Role Play
  • Feedback: Split Screen Video or Sim Graphs

  • Rapport incl across Cultures
  • Persuasion: Compliance
  • Sensory Persuasion
  • Climate
  • Role Play & Debrief
  • Complex Team Based Role Play
  • Feedback: Split Screen Video or Sim Graphs

Delivery options

Delivery typically takes place in your office, facilitated by a Negotiation Expert.

Join your executive peers in achieving outstanding results for your business, and earn greater recognition soon after graduating. CALL US or choose your PUBLIC or IN-HOUSE TRAINING now.

Join your executive peers in achieving outstanding results for your business, and earn greater recognition soon after graduating. CALL US or choose your PUBLIC or IN-HOUSE TRAINING now.

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