Advanced Negotiation

This training will not be arranged during autumn 2013


Improve your negotiation skills!

Do you feel the need to sharpen your negotiation tactics and skills?

Do you want to be taken out of the comfort zone even though you have years of negotiation experience?

“Even though I thought I would be an expert in negotiations, the trainer has shown even for me there is room for improvement. Well done!”
Read more comments here

This training has a combination of theory and practice with personal feedback. It will help you sharpen your existing skills while generating new insights so as to increase your effectiveness in complex multi-phased negotiation situations, either with your stakeholders in your company, or with your suppliers, or both.

This two-day Advanced Negotiation course will equip you with the knowledge, skills and learning experiences to enable favorable outcomes within complex situations. The financials involved in such negotiations can vary up to billions of euro.

This workshop is highly experiential. The majority of the workshop will be devoted to preparation for, execution, and review of a number of realistic commercial business team negotiation scenarios. Elements of team negotiations and intercultural negotiations are also included.

Participants are expected to be currently working within a commercial environment and to have had several years of commercial experience. As this is an advanced program, a reasonable knowledge of the principles, process and practical execution of negotiation is assumed including several years of experience of negotiating.

Target Audience
This program is intended for employees:

• mastering core commercial skills capabilities
• with a bachelor or master degree (or on equivalent level via work experience) with at least 5 years of purchasing experience
• who are involved in strategic negotiations

Objectives
Through this program participants will be able to:

• prepare for complex scenarios in order to defend your position successfully when up against hard negotiators
• create a balance of power between negotiating parties in order to reach a satisfying conclusion
• form effective negotiating teams
• increase profits through well-planned and well-executed collaborative negotiations
• help others focus on interests and not take positions
• turn adversarial situations into welcome opportunities to communicate openly and effectively
• deal effectively with passive aggressive individuals during negotiations
• use the pace, tone, and pitch to project a calm, powerful position

Key topics included in the program:

• Introduction: Negotiating in complex situations
  • Power imbalance
  • Bad news conversations
  • Multi party - team negotiation
  • Intercultural elements
• Review key essentials of negotiation
  • Process, preparation & planning
  • Interest versus position based negotiations
• Personal assessment
  • Individual DISC assessment & profile
    
  • Influencing with DISC
• Power balance
  • Analyzing & assessing power balance
  • Influencing power balance
• Negotiating in teams
  • Roles & responsibilities
  • Stages of teaming
• Intercultural negotiations
  • Intercultural sensitivity
  • Impact on preparation
  • Impact on actual negotiation

Trainer:
Anil Joshi, Purspective. Read here more about the trainer

The quality of a training program is to a large degree determined by the quality of the trainer. This is why this advanced program will be led by a highly skilled trainer, experienced in the business negotiations.

His role will not be limited to building participants´ competences and supporting them to relate the learnings to their own practice. By challenging the group and motivating them to think beyond their borders, the trainer will ensure participants will get the most out of these two days.

Additional information:
Tanja Tulonen, LOGY Competence Oy, email: tanja.tulonen(at)logy.fi.

Cancellation policy:
Cancellations need to be given in writing. We will charge an office cost of 15% (+Vat.) of the participation fee for cancellations received no later than two (2) weeks prior to the event. If we do not receive a cancellation or if we receive it after the last registration date, the total amount of the event will be charged. However, participation can be handed over to a colleague. All changes have to be given before the start of the training. In case of illness the participation fee will be refunded in exchange for a doctor’s note.

We reserve the right to change or omit event features. In case of changes, the organizers are not responsible for covering airfare, hotel or other costs incurred by delegates. In case an event is cancelled, the participation fee is refunded, but the above mentioned costs are not.

Is this course for me? 

Download pdf-brochure

Program overview 1 hour e-learning (Strategic Relations & Team Negotiations) 2 day classroom Timetable for classroom training days 9.00 - 17.00 o'clock

Comments about earlier Advanced Negotiation program held by Purspective:  “Interactive and effective” “Never experienced such an energetic training and trainer before” “Using DISC in negotiations opened my eyes. Now I understand different styles and how to play with it and get maximum results out of negotiations”. “Anil is a very inspiring trainer!” Participants of the Advanced Negotiation program include employees from companies such as Heineken, Ahold, Friesland Campina, Mondi and ASML. Read here more about the trainer Anil Joshi.