Learning and Development

Yours is not a generic business, so why should your negotiating training be?

We run Open programs for all of our skills development work, so if you only have a few people to train then this might be the best route. Similarly if you want to assess our approach and methodology then Open programs are an ideal way of doing this first hand.
 
Aside from this, the best results are achieved through tailored In-House programs. We do not charge for research as we do not wish to discourage you from spending time with us on this vital piece of the project. We are experts in designing programs from scratch and can put you in touch with clients for whom we have done this. We believe that the optimum outcome occurs when we understand the pressures facing your business and the training reflects the objectives of the organisation.
 
We can help to profile your employees before any delivery in order to assess the current levels of skill, and we can repeat this process afterwards so you can see the progress. We can capture return on investment data to help your business case.
 
We recommend that any programs are followed up with Coaching and Implementation Days to ensure the learning is embedded in the world of your employees, and that behavioural change is sustained.

Behavioural Skills

These programs are designed for those in your organisation who deal with clients and prospects. They deal with the psychology involved, the art of influence, and the understanding of power. Delegates learn how to prepare for any type of negotiation and how to carry out those plans effectively. These programs are 1, 2, or 2 . 5 days in length.

 Whatever the length, the programs are highly interactive and delegates get the opportunity to practice their negotiation skills in a safe environment where they will get feedback and advice from an expert in negotiation. We recommend that they follow up these programs with Coaching and Implementation Days, where the learning is embedded into each individual’s world. We are as motivated as you are that the programs achieve a behavioural change and that they deliver a tangible return.

By attending this program, you will have the opportunity to improve your skills in the following areas:

  • Understand the principles of successful negotiation

  • Learn how their behaviours impact the outcome of a negotiation

  • Learn how to plan and prepare for any type of negotiation

  • Learn how to effectively manage team roles in negotiation

  • Learn how power determines options within negotiation

  • Understand how the buyer approaches negotiation

  • Learn how to influence the perception of power

  • Learn how to take control in negotiation

  • Understand the psychology involved in negotiation

  • Learn how to develop trust appropriately

  • Learn to maximise every opportunity for profit.

Strategic Planning Skills

Whilst these programs may also be attended by those who conduct the negotiation, they are primarily designed for those who set the strategy.
One of the most common problems that we see is where strategies for important negotiations are not thorough enough. If you have a price increase coming up, for example, you need to ensure that it is successfully implemented across your customer base. This will be determined by the effectiveness of the strategy. Where does the balance of power lie? Does everyone in your organisation know their role in this negotiation? What is your opening position? What happens when they reject it? What if they make threats? How empowered should your teams be? What happens post-negotiation? These are just some of the considerations for your strategy.
This program is either 1 or 2 days in length.
 
By attending this program, you will have the opportunity to improve your skills in the following areas:

  • understand how to assess the balance of power

  • learn the 8 steps of negotiation

  • understand the implications of collaborative approach

  • learn how to build a successful team

  • learn to plan for every contingency

  • learn how to use power professionally

Behavioural Skills Program Detail
Strategic Skills Program Detail

  • fantastic course,.. my mind is now racing not just about my negotiations but also how it changes my leadership of the team. thanks again.
    procurement director, global retailer

  • this course has been way beyond value – its been engaging from the outset & left me keen, confident & knowledgeable – thank you!
    category buying manager – global retailer

  • Unlike other courses which focus on the theory, we really got a chance to practice the actual…. really useful and incomparable.
    director –
    media

  • Well run, balanced, high-paced to maintain the pressure. learning points really well made.
    manager
    major consultancy organisation

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