The central question always is: how to get the most result out of a negotiation without damage tot he working relationship with the other party.
Negotiations involve a certain amount of stress, as one needs a ‘yes’ from another party with (partially) different interests.
In essence negiotiating is about the dilemma or balance between ‘fighting’ (getting my result) versus ‘cooperating’ (keeping the working relationship functioning).
When a person is prepared with the right focus and can keep the overview during the negotiation (regardless of what happens), the process is not likely to go off track. This presupposes amongst others that the negotiator understands and can manage his/her own stress or tension and the (automatic) behaviour that usually goes with that.
In our view success in negotiating therefore does not so much depend on “tips & tricks” as it does on the personal effectiveness of the individual. Central to the program are practical exercises working on the participants’ proficiency and learning points. For the exercises we also use cases from the practice of the participants. Theory is provided depending on what is relevant from the exercises.
Participants receive individual attention and feedback on their negotiating behaviour, in relation to their personality. The learning process therefore is tailor made to the individual.
Practical tools and advice from the trainer’s 35 years of experience are given to underpin the learning effect of the training.
Professionals with a keen interest in people and good observation skills, having to negotiate frequently in their job, who aim to take their skills to a higher strategic and professional level.
- Individual intake interview by the trainer (preferably using Skype; or phone)
- Inventory of negotiating experiences and learning goals
- Inventory of personal negotiating qualities and pitfalls
- Plenary training
- Day 1: Preparation, Managing structure and clarity of content, Professional finalizing of an agreement.
- You know how to prepare both on the content and the process level
- You know how to manage a clear process, including the finalization in an agreement
- You know how to bring creativity in the process, to maximize results
- You know how to deal with a stalemate or impending failure
- Day 2: Managing interaction dynamics and power differences, Self insight and mental focus.
- You know how to deal with power differences, emotions, resistance
- You understand their own personal influence and know which interventions may be useful
- You know how to use mental preparation to be more effective
- Individual ‘Outtake’ interview by the trainer (some weeks after plenary; preferably using Skype; or phone)
- Review of the learning process in the training; application in the participant’s daily practice
- Feedback and advice from the trainer on personal development in the context of negotiations