Course Outlines

Outcomes

  • Negotiate your way out of conflict
  • Develop a clear planning and preparation strategy
  • Utilize constructive questioning
  • Re-package deals without spending any more
  • Effectively trade and bargain
  • Improve recognition and use of closing opportunities
  • Understand team negotiating skills and the importance of each role within the group
  • Recognize and appropriately respond to common negotiating tactics
  • Think clearly under pressure
  • Listen and identify verbal and visual cues
  • Create common language around negotiation strategy and planning

Gateway to Negotiation™

Designed for

New negotiators with less than 3-5 years
experience.

Course Description

Gateway to Negotiation™ is our introductory seminar aimed at building a foundational understanding of contemporary negotiation theory and strategies.

Participants build and hone their skills over 2 days across a range of negotiating styles represented by The Negotiation Spiral™. The Negotiation Spiral™ helps attendees identify the tactics associated with each negotiation style and a robust toolkit is developed in order to maximize the value of every negotiation.
Case studies are videotaped and reviewed in a safe, engaging and entertaining way to help attendees identify their individual strengths and weaknesses.

Outcomes

  • Negotiate your way out of conflict
  • Develop a clear planning and preparation strategy
  • Utilize constructive questioning
  • Re-package deals without spending any more
  • Effectively trade and bargain
  • Improve recognition and use of closing opportunities
  • Understand team negotiating skills and the importance of each role within the group
  • Recognize and appropriately respond to common negotiating tactics
  • Think clearly under pressure
  • Listen and identify verbal and visual cues
  • Create common language around negotiation strategy and planning
Course Length: 2 days
Format: 8 Attendees Max. Facilitated In Person (Virtual available)

The Negotiation Leader™

Designed for

Intermediate to senior negotiators (more than 3-5 yrs experience)

Course Description

Our flagship Negotiation course, The Negotiation Leader™ teaches participants how to use behavioural techniques including micro expressions, manipulators, illustrators, emblematic slips, verbal slips, and profiling to get inside the head of the other party and gain insight into their limits, goals and objectives. All case studies are videotaped, a key learning tool that enables facilitators to correct behaviours and helps attendees to build capabilities in an immediate and lasting way.

A 360º feedback summary, 4 page post-mortem report as well as 1 year of Coaching/Mentoring is available to all participants following the seminar.

Outcomes

In addition to the toolbox and key skills in the Negotiation Leader™ program above, participants in the Strategic Negotiator™ seminar will also learn to:
  • Create and maintain the appropriate negotiation climate to foster trust and build relationships.
  • Develop a greater degree of self-control over feelings and emotions.
  • Effectively manage the expectations and objectives of the other party.
  • Ensure actions and words are properly aligned with strategy.
  • Utilize behavioural insights to provide deeper understanding into the other party’s true motivations and constraints.
  • Identify and develop creative options that drive value.
  • Understand and readily apply the laws of Power; Scarcity, Reciprocity, Authority, Difference, and Legitimacy to increase the value of every negotiation.
  • Lure combative trading partners away from conflictive tactics and toward collaborative discussions.
Course Length: 2.5 Days
Format: 8 Attendees Max. Facilitated In Person (Virtual available)

Outcomes

  • Create and maintain the appropriate negotiation climate to foster trust and build relationships.
  • Develop a greater degree of self-control over feelings and emotions.
  • Effectively manage the expectations and objectives of the other party.
  • Ensure actions and words are properly aligned with strategy.
  • Utilize behavioural insights to provide deeper understanding into the other party’s true motivations and constraints.
  • Identify and develop creative options that drive value.
  • Understand and readily apply the laws of Power; Scarcity, Reciprocity, Authority, Difference, and Legitimacy to increase the value of every negotiation.
  • Lure combative trading partners away from conflictive tactics and toward collaborative discussions.

Outcomes

In addition to the toolbox and key skills in the Negotiation Leader™ program above, participants in the Strategic Negotiator™ seminar will also learn to:
  • Role play current negotiation challenges and uncover insights into potential solutions
  • Use Game Theory to build scenarios and analyze potential outcomes to drive greater value
  • Identify their own personality profile, and understand how to identify conflicting personality profiles
  • Develop a greater understanding of how conflicting personality types can undermine negotiations
  • Create the skills to navigate around conflicting personality types to get to more successful outcomes

The Strategic Negotiator™

Designed for

Senior executive negotiators who have at least 8-10 years of experience.

Course Description

Designed for the executive level negotiator, this seminar focuses on all the contemporary theory and behavioural science that The Negotiation Leader™ seminar delivers – PLUS adds personality mapping, conflict resolution and a range of higher level case studies that prepare executives for strategic negotiations they regularly encounter.

Like the Negotiation Leader™, all case studies are videotaped and reviewed and each case is customized to reflect current negotiation challenges being experienced by the leadership team.
A 360º feedback summary, 4 page post-mortem report as well as 1 year of Coaching/Mentoring is available to all participants following the seminar.

Outcomes

In addition to the toolbox and key skills in the Negotiation Leader™ program above, participants in the Strategic Negotiator™ seminar will also learn to:
  • Role play current negotiation challenges and uncover insights into potential solutions
  • Use Game Theory to build scenarios and analyze potential outcomes to drive greater value
  • Identify their own personality profile, and understand how to identify conflicting personality profiles
  • Develop a greater understanding of how conflicting personality types can undermine negotiations
  • Create the skills to navigate around conflicting personality types to get to more successful outcomes
Course Length: 2 days
Format:  8 Attendees Max. Facilitated In Person (Virtual available)
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