2 Day short course “The Practice of Negotiation”

The Practice of Negotiation

We all negotiate, in business as in life. We just do it, usually without thinking, or perhaps relying on clever tips we have heard about, read about, or seen others do. Few of us can describe the process, and even fewer claim to be good at it. Yet without the understanding and skills of a really good negotiator, the best marketing strategy in the world can come to nothing.

If you are looking for a course to help you:

• Develop your understanding of the process of negotiation, and the key skills to apply throughout the process.
• Have the opportunity to practice your skills in a ‘safe’ environment.
• Get personal and sensitive feedback on your abilities, from one of the UK’s leading negotiation specialists, to build your confidence.

This is the course for you!

Course Overview

In a series of short presentations, each element of the process of negotiation, and the skills which apply to each is described. These include: preparing for a negotiation; conducting effective discussions; making and responding to proposals; and finding ways of reaching the best possible agreements. These presentations are delivered in a clear common sense way, illustrated with lots of examples. There are opportunities to challenge, question and contribute.

You also take part in a number of ‘real-life’ based negotiations with the other participants. These are designed to highlight how to manage the process and use the skills. The negotiations are filmed so that you have the chance to see how you and others put all these skills into practice. The feedback will identify what went well, and what could have made the negotiations go better, with lots of tips, tactics and guidance of how to apply these in your own situation.

Who will benefit?

All marketing professionals and anybody else in business that has responsibility for making decisions which involve an element of negotiation.

Course Details: Day 1

• 08.45 - 09.00 - Registration and coffee
• 09.00 - 09.30 - Introductions and objectives
• 09.30 - 10.15 - Session 1: Choices, scope, power and process
• 10.15 - 11.00 - Session 2: Preparing for a negotiation
• 11.00 - 11.15 - Break and coffee
• 11.15 - 12.00 - Case study 1: preparation
• 12.00 - 12.25 - Case study 1: negotiation
• 12.25 - 13.00 - Case study1: discussion and feedback
• 13.00 - 13.45 - Lunch
• 13.45 - 14.00 - Session 3: Negotiation discussions
• 14.00 - 15.00 - Case study 2: preparation
• 15.00 - 15.35 - Case study 2: negotiation
• 15.35 - 15.50 - Break and coffee
• 15.50 - 16.35 - Case study 2: discussion and feedback
• 16.35 - 15.15 - Summary and questions

Course details: Day 2

• 08.45 - 09.00 - Arrival and coffee
• 09.00 - 09.45 - Session 4: The value of proposals
• 09.45 - 10.45 - Case study 3: preparation
• 10.45 - 11.25 - Case study 3: negotiation
• 11.25 - 11.40 - Break and coffee
• 11.40 - 12.30 - Case study 3: discussion and feedback
• 12.30 - 13.00 - Session 5: Emotions in negotiation
• 13.00 - 13.45 - Lunch
• 13.45 - 14.30 - Session 6: Sustainable agreements
• 14.30 - 15.30 - Case study 4: preparation
• 15.30 - 16.00 - Case Study 4: negotiation
• 16.00 - 16.30 - Case study 4: discussion and feedback
• 16.30 - 17.15 - Summary, questions and conclusions
• 17.15 - Course ends

Our Trainer

Keith Risk is a very experienced negotiator. He has been a lawyer, corporate financier, marketing director, founder and director of a number of businesses in the film, media, and energy industries. For the last 18 years he has specialised in training, advising, mediating and facilitating in negotiation and conflict resolution. Keith has worked with companies and organisations, and the people who work in them, all over the world.

When running training courses Keith ensures that the participants are fully involved and feel that they are getting real, practical and useful value out of the course. Negotiation can often seem to have a ‘bad name’, and many would rather avoid it. Keith’s negotiation courses aim to show how negotiations can be constructive and ‘good’, a fulfilling and rewarding experience for all.