THE MASTERCLASS

Helping leaders and organizations deliver their best. And then make their best even better.

Negotiations Masterclass™ helps organizations maximize their value by empowering their leaders to achieve the highest results through powerful, proven and actionable negotiation techniques. The negotiation training enables attendees to unlock deals that might otherwise be lost, resolve differences before they escalate, and maximize value in the agreements they reach.

Masterclass attendees will acquire an in-depth understanding of the following:

NEGOTIATION A-B-C™

You will learn and practice a simple and proven 3-step negotiation process to master everyday situations and negotiations. The Negotiation A-B-C™ blueprint can be applied to any professional or personal negotiation. You will develop confidence in asking for what you deserve by following a clear structure and strategy. You will reflect upon your own strengths and areas for improvement through a real-life scenario negotiation exercise and have the opportunity to refine your negotiation techniques.

The Negotiation A-B-C™ blueprint consists of these 3-steps, which you will learn, discuss, brainstorm and practice:

Anticipate

Anticipate the Negotiation

Find out how negotiation experts prepare for a negotiation to gain the advantage. Learn about:

Goals: Discover why it is important to set a goal and how to approach it, what a good goal consists of and if you can follow multiple goals.
Power: Often times we underestimate, don’t consider and don’t leverage the powers we have. Find out how to turn around the power dynamics in a negotiation.
Predictability: 95% of negotiations are predictable. That’s great news! Learn how to prepare for the most common negotiation tactics and how to approach them.
Alternatives: Explore what your and the other party’s best alternatives are and when to say “No”. Most people focus on the negotiation tactic “I can get the same from your competitor cheaper”. Learn how to persuade them!
Value: Discover how to create, claim and maximize value. Get to know the benefits of trades and how to come up with good trades. This can greatly enhance what you can gain from a deal!

Bridge

Bridge the Gap

Once you have prepared for the negotiation, it is time for the 2nd step: Learn how to bridge the relationship and knowledge gap with the party you are negotiating with.

Win-Win: Learn about the advantages and disadvantages of a Win-Win. Should you aim for a Win-Win or not?
Validation: Discover how to cautiously validate any assumptions you made during your preparation. Verifying information and having only facts – not assumptions – will enable you to close the best deal!
Education: In addition, get to know why it is key to educate the other party and share some information. Learn how this can greatly benefit you and your position.

Close

Close the Deal

Last but not least, secure the other party’s agreement! In order to succeed, you will learn the following concepts:

Anchoring: The first offer sets the anchor in a negotiation. Should you set the anchor or should you wait until the other party provides the first offer? Discover it in the class and learn how to manage the exchange of offers to gain an edge.
Final Proposal: Learn a technique how to present your final offer in order to convince the other party easily and quickly. Most people spend too much time discussing and then don’t even get to an agreement.
Agreement: Once you have closed a deal and you have a “Yes”, it is important to ensure that the agreement is being kept. Learn what experts do once a deal is locked in order to minimize their risks. This will help you avoid potential disappointment.

KEY NEGOTIATION CONCEPTS

Build negotiation resilience and expertise by understanding the key concepts and factors that go into every negotiation. Gain an understanding of Goals, Power, Alternatives, Trades, ZOPA, BATNAs, Anchoring, and more. Learn about common errors, how to create value and getting to “Yes!”.

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INFLUENCING TECHNIQUES

In addition, learn the art of persuading others. Discover the 7 most powerful influencing techniques and how to apply them in real life. Understanding the psychology of persuasion oftentimes makes the difference between a “Yes” or a “No” in a negotiation.

For example, acquire the knowledge how to utilize creative, out-of-the-box thinking to create an advantage. Creativity has even resulted in the victory of wars that would have otherwise been lost ー think about the Trojan horse ー so why not use it in your next negotiation?

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FURTHER INFORMATION ＞

Interested? Enquire Now!

Connect now and discuss how Negotiations Masterclass™ can contribute to the success of your organization.

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