Advanced Negotiation Skills

Advanced Negotiation Skills

www.mce-ama.com/781

level days
• Middle managers
• Upper-mid managers 3

What business issues are addressed in this agreements on objectives and collaboration to
workshop? complex deals and external agreements with
If you were a better negotiator, you could probably partners, customers and suppliers.
achieve better results in your career. Negotiation is Recent participants have included:
a fact of management life, from everyday • Purchasing Manager, Buyers, Supply Managers,
negotiations on performance objectives and and Procurement Managers
budgets, to securing resources and support for • Production Manager
special projects, to more complex negotiations with • Transport Manager
external business partners and other stakeholder • HR Manager
groups. • Internet Distribution Manager
How do you get the best deal, how do you negotiate • Key Account Manager
an agreement that sticks, how do you deal with • Managing Director
difficult negotiators, how do you deal with different • Project Manager
cultures? • Chief Financial Officer
If you already know the negotiation basics but • Manufacturing Manager
would like to improve your results by taking your • Corporate Real Estate Manager
negotiation skills to the next level, this workshop is • IT Manager
for you. • Director of Services
Advanced Negotiation Skills provides you with the • Legal Advisor
negotiation skills to deal with business situations – • R&D Lifecycle Manager
from everyday negotiation situations to more • Director Contract Administration
complex deal-making – and to get better results in
every situation. This is a core skill for any
management career. Workshop levels
Middle managers (M)
Managers who contribute to the formulation of
Who is this workshop for? corporate strategy and are responsible for its
This workshop is intended for experienced implementation within their departments/units
managers of every function, both line and support, (typically with 4 to 7 years of experience in this role
who recognize the need to negotiate their way to or equivalent).
achieving objectives in today's complex
organizations. Participants should already have a Upper-mid managers (U)
basic level of negotiation skill to get the most out of Senior executives who are responsible for, or
this workshop. participate in, the formulation of corporate strategy
Participants come from a wide variety of functions and who lead strategy execution (typically with
and type of organization, and face a wide variety of more than 8 years of experience in this role or
negotiation challenges, from every day internal equivalent).

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 Advanced Negotiation Skills
What will you be able to "take-away" from the
workshop?
You will be able to better influence the environment
around you and come to workable deals that lead to
better business results by
• Analyzing and appraising negotiation situations
• Preparing a cohesive negotiation strategy for
important deals
• Using effective bargaining techniques and
strategies
• Creating win-win outcomes for your team and the
other negotiating party, creating higher value
and better relationships
• Defending yourself against aggressive
negotiating tactics
• Dealing with different cultures and negotiation
styles
• Managing your emotions and behaviour
• Keeping everyone focused on positive outcomes
throughout the negotiation process
What topics and areas are covered during the
workshop?
The workshop will be largely practice-oriented.
You'll be able to practice the techniques in engaging
role plays and business simulations, with feedback
from your facilitators and fellow participants on
your effectiveness.
Day 1
Quick review of the basics
Just to make sure everyone is on the same page,
we’ll review
• Skills and competencies of a good negotiator
• Different types of negotiation situation
• Basic concepts (win-win vs. win-lose, BATNA,
ZOPA, etc)
• Evaluating the situation: when to negotiate and
when not
The Negotiation Process
You know negotiation is a process, but it’s easy to
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lose sight of the different stages and techniques for
each stage when you’re in the heat of the
discussion. We’ll look at the challenges of each
stage, what tends to go wrong and best practice in
setting it right.
• Stage 1: Setting goals
• Stage 2: Research interests and alternatives of
both parties
• Stage 3: Plan strategy
• Stage 4: Exchanging information
• Stage 5: Opening the negotiation
• Stage 6: Bargaining to create highest value
• Stage 7: Closing with real commitment to the
deal
Day 2
Negotiation Strategy and Techniques
You’ll go more into depth in setting the right
negotiation strategy in line with the goal you want
to achieve and the context in which you are
dealing.
• Negotiating/conflict handling styles - you vs.
others and how the styles interact
• Choosing a negotiation style appropriate for the
situation
• Creative bargaining – identifying opportunities
for win-win
• Negotiation tactics and techniques for different
situations (strong hand, weak hand, etc)
• Cross-cultural negotiations
• Defending yourself against high-pressure
negotiation tactics
• Team negotiation exercise
Day 3
Handling Yourself in a Negotiation
One of the most daunting aspects of negotiation is
managing the relationship with the other party,
managing your emotions and impulses, and
steadily working toward the goal. Through some
theory and more practical application you will
learn:
 Advanced Negotiation Skills

• Assertiveness and conflict management skills

• Managing the relationship
• Managing your emotions and behaviour, and
keeping everyone focused on positive outcomes
throughout the negotiation process
• Building credibility and reputation for fair
dealing
• Different schools of ethics
• Complex, multi-party negotiation exercise

Workshop info

Open enrolment
Registration fee: EUR 3.950,00 (excl. VAT)
Days: 3
Level: Middle managers/Upper-mid managers

Date Location
10 October 2010 - 12 October Abu-Dhabi,
2010 UAE
(English)
18 October 2010 - 20 October Munich
2010 (English)
28 November 2010 - 30 Abu-Dhabi,
November 2010 UAE
(English)
6 December 2010 - 8 December Brussels
2010 (English)
13 December 2010 - 15 December London
2010 (English)
10 January 2011 - 12 January Berlin
2011 (English)
7 March 2011 - 9 March 2011 London
(English)
11 April 2011 - 13 April 2011 Milano, Italy
(English)
27 June 2011 - 29 June 2011 Barcelona
(English)
19 September 2011 - 21 Paris
September 2011 (English)
2 November 2011 - 4 November Munich
2011 (English)

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 Advanced Negotiation Skills

Fax registration form

Please complete this form and return it by fax to +32/2/543.24.00.
You can also register online on: www.mce-ama.com/781

Yes, I wish to attend 'Advanced Negotiation Skills'

Registration fee (excluding VAT): EUR 3.950,00

10 October 2010 - 12 October 2010 (Abu-Dhabi, UAE (English))
18 October 2010 - 20 October 2010 (Munich (English))
28 November 2010 - 30 November 2010 (Abu-Dhabi, UAE
(English))
6 December 2010 - 8 December 2010 (Brussels (English))
13 December 2010 - 15 December 2010 (London (English))
10 January 2011 - 12 January 2011 (Berlin (English))
7 March 2011 - 9 March 2011 (London (English))
11 April 2011 - 13 April 2011 (Milano, Italy (English))
27 June 2011 - 29 June 2011 (Barcelona (English))
19 September 2011 - 21 September 2011 (Paris (English))
2 November 2011 - 4 November 2011 (Munich (English))

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 Advanced Negotiation Skills
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