Negotiation -  Improving Your Negotiating Effectiveness
Too many negotiators leave value on the table:  painfully dividing a small pie
after a costly battle, while failing to see or capture offsetting opportunities for joint gain; or winning the battle, but at a cost to relationships and reputation that limit long-term gains.  Reliably negotiating optimal outcomes requires a keen appreciation of the negotiation process, systematic preparation, and honed interpersonal skills.

Suitability -  who should attend?
This program is appropriate for lawyers, judges, executives, government officials, non-profit leaders, and educators who wish to improve their ability to negotiate, manage negotiators, and achieve better results, especially when the stakes are high and relationships and reputations are on the line.

Aims of the course

  • Acquire a systematic framework for analysing and understanding negotiation
  • Assess and heighten your awareness of your strengths and weaknesses as a negotiator
  • Learn how to create and maximize value in negotiations
  • Gain problem-solving techniques for distributing value fairly while strengthening relationships
  • Develop skills to deal with difficult negotiators and hard bargaining tactics
  • Learn how to match the process to the context
  • Discover how effectively to manage and coordinate across and behind the table negotiations

Training Course Content
This training course is designed to cover the following topics

  • Have a position before you enter the room
  • Understand what kind of leverage you have
  • Make sure your position is realistic.
  • Compromises should be around shared interests
  • Always keep the big picture in mind.
  • Don’t agree to a deal until your team agrees
  • Beware of cultural nuances
  • Don’t rush to agree with a client’s needs
  • Keep your dialogue humane, respectful, and honest
  • Be prepared to leave the table at any point
  • If the negotiation fails, don’t take it personally
  • Failure to land a project can lead to a future win

Dates
6th - 17th July 2015 / 4th -15th July 2016: London
7th -18th September 2015/ 5th - 16th September 2016:  Abu Dhabi
9th -20th November 2015 / 7th - 18th November 2016: London

Cost
Two weeks training: £3,850
One week course: £2,200