Robust Negotiation

This blended course highlights the vital importance of clarity in business and negotiation. Offset by the imprecision and vagueness of much business language, it tutors attendees in the art of negotiation. This prevents them from giving away margin unnecessarily, or conceding unrealistic timings. A series of steps form the basis of the approach, which they then play out in practical exercises in the afternoon.

Example Content

HOW TO GET WHAT YOU WANT ON YOUR TERMS

  • The bargaining arena
  • Negotiating styles
  • The importance of clear language

THE 8 STEPS

  • Preparing & Arguing
  • Signalling & Proposing
  • Packaging & Bargaining
  • Closing & Agreeing

CRUCIAL SKILLS

  • Decision making criteria
  • Barriers to purchase
  • Your most powerful word: If
  • Assertive listening

NEGOTIATION EXERCISES

  • 3 teams
  • Each plays role of their own company, then client, then observer
  • Each side receives slightly different information on the same topic
  • Debrief and learning

Summary

This is a powerful framework that teaches the skills of excellent negotiation, plus the things that can go wrong. The exercises are always bespoke per session, tailored to the industry, category, company, customer, client, or discipline.

Outcome

This course ensures that attendees discover a lot about the art of negotiation, and in the process they learn a lot about themselves.

Sample Source Material

Never Split The Difference – Chris Voss

The Yes Book – Clive Rich

Think Again – Walter Sinnott-Armstrong

The Negotiation Book – Steve Gates

“Profound and clear advice that’s immeasurably useful for anyone in business.”

Tom Goodwin, Head of Futures and Insight, Publicis Groupe, and author, Digital Darwinism