Negotiation Training

Advanced Negotiation Training Workshop

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View All Course Dates	From: Wed 3rd Sep, 2008 To: Thu 4th Sep, 2008 Covent Garden, London, WC2B £1500(ex VAT) Book Now More Information ...


	‘Excellent – well planned & structured.’ – Financial Services Industry Delegate, Middle East
	‘Trainer’s explanation & response to queries of participants was superb and supported with excellent ideas.’ – Energy Sector Delegate, India
	‘Good feedback and a lot of practical advice given, very clear. Dashboard & persuasion principles can be applied directly.’ – Oil & Gas Infrastructure Delegate, UK
	‘This is a very powerful tool, presented in an easily accessible way.’ – VH-S, Infrastructure Sector, UK

Duration

2 Days

Format

80% Simulation & exercise based
20% Lecturing & debriefing

Intended Audience

This course is aimed at negotiators with more than 10 years of business or similar experience. Peer level interaction is an important component of the success of this workshop. All attendees must complete a short survey to qualify for acceptance on to this workshop.

Click here to see if you qualify to attend the Advanced Negotiation Training Workshop.

Learning Objectives

After attending this course you will be able to:

Use the HBDI® framework to analyse yourself, your team and your counterparties
Use the HBDI® framework to present your arguments in a format that will have universal appeal & increase the likeliness of their acceptance by your counterparties
Use the TKI® framework to analyse the negotiation environment & select the most appropriate strategy for every negotiation
Use the TNA Tactics Selector™ to select & counter the most often used tactics in business negotiations
Use the Advanced Negotiation Dashboard™ to effectively prepare for both simple & complex negotiations
Use the TNA Team Composer™ tool to effectively structure negotiation teams.
Use the six principles of persuasion to increase the effectiveness of your arguments.
Use the TNA Negotiation Climate Tool™ to create the most appropriate climate for negotiation
Use the TNA Cross Cultural Negotiation Tool™ to prepare for cross cultural negotiations
Use detailed feedback gained from participating in & observing various negotiation simulations to refine your own negotiation performance

Course Agenda

Day One

	Agenda
09H00 to 09H30	Welcome & Introductions
09H30 to 10H30	Commencement Negotiation Simulation Delegates receive a detailed brief as part of their joining instructions.. Delegates are asked to prepare for the Commencement Negotiation Simulation prior to attending the workshop. The commencement simulation serves to create a reference point for the balance of the workshop.
10H30 to 10H45	Refreshment Break
10H45 to 12H30	Understanding my negotiation preferences using the HBDI® framework: Introduction into the physiological functioning of our brains and the resultant impact on our preferences in the context of communications in general and business negotiation specifically. How to analyse your counterparties using the HBDI® framework. How can we better understand & respond to our counterparties? How can you best understand & meet the needs of your counterparties? Supported by exercise
12H30 to 13H30	Lunch Break
13H30 to 15H00	Business Negotiation Strategy Understanding your preferred negotiation style using the TKI framework How to select the most appropriate strategy for any negotiation. Supported by negotiation simulation & exercise
15H00 to 15H15	Refreshment Break
15H15 to 17H30	Applied Advanced Negotiation Tactics & Techniques Delegates are immersed in a negotiation simulation where they have to use both positive & negative negotiation tactics whilst countering the tactics being used by their counterparty. Supported by negotiation simulation

Day Two

	Agenda
09H00 to 10H30	Welcome & Introductions
10H30 to 10H45	Refreshment Break
10H45 to 12H30	Negotiation Climate How to shape the negotiation climate so as to support the execution of your selected negotiation strategy using the TNA Negotiation Climate Tool™ Preparing for cross cultural negotiations using the TNA Cross Cultural Negotiation Tool™ Supported by practical exercise
12H30 to 13H30	Lunch Break
13H30 to 15H00	Preparing for negotiations using the Advanced Negotiation Dashboard™ Delegates prepare for the final observed negotiation simulation
15H00 to 15H15	Refreshment Break
15H15 to 17H30	Observed negotiation simulation Delegates participate in and observe a complex negotiation simulation. The outcome is contrasted against the commencement negotiation simulation. Summary & close

Individual Business Negotiation Capability Evaluation

Every open access Advanced Negotiation Training Workshop is followed by an ‘evaluation centre’ conducted on the day following the workshop. Delegates participating in the Advanced Negotiation Training Workshop qualify for a significantly reduced rate to participate in the 3 hour Business Negotiation Capability Evaluation. For more details on the Personal Business Negotiation Skills Evaluation, please click here.

Post Course

The relationship with The Negotiation Academy does not end on the last day of the training workshop. All delegates become members of The Negotiation Network and can participate in quarterly webinars & have their questions answered by members of The Negotiation Academy’s Consulting Board free of charge. All delegates will receive exclusive access to the latest Negotiation Academy research findings.

Return on Investment

Our methodology has been designed to focus on the elements within negotiation where we can achieve the optimal impact within a business context. The course was designed by business people for business people. Ours is not an academic approach with few practical references, but rather an holistic approach leveraging the latest research combined with the business practical, global experience, of a select consulting board. If you are prepared to master the tools provided during the training course you will improve the results of your business negotiations – guaranteed!

Money Back Guarantee

All of The Negotiation Academy’s products & services carry a 100% money back guarantee. We offer this guarantee to delegates who, after a period of up to six months, do not believe there has been any positive impact whatsoever on their business negotiations. The guarantee is available to all delegates who have completed the full workshop, and have provided full feedback upon conclusion of training.

Click here to read what our clients have to say about the workshops.

Click here to book onto the next available Advanced Negotiation Training workshop.

Click here to download a copy of the course brochure.

Advanced Negotiation Training Workshop

‘Excellent – well planned & structured.’ – Financial Services Industry Delegate, Middle East

‘Trainer’s explanation & response to queries of participants was superb and supported with excellent ideas.’ – Energy Sector Delegate, India

‘Good feedback and a lot of practical advice given, very clear. Dashboard & persuasion principles can be applied directly.’ – Oil & Gas Infrastructure Delegate, UK

‘This is a very powerful tool, presented in an easily accessible way.’ – VH-S, Infrastructure Sector, UK