Why Needed

In complex negotiations the stakes can be very high. Negotiating is a key skill of any senior executive. Not being aware of all the more complex negotiating tricks, ploys and gambits executives are vulnerable and at the mercy of those who are more aware. Negotiating expertly is critical to achieving success.

More than any other training investment, it yields direct and considerable bottom line results. In the programme we use advanced case studies with many negotiating variables. The purpose of this programme is to equip you with powerful negotiation techniques that have maximum impact.

The programme offers each participant the opportunity to assess his/her negotiation techniques, and determine how these could be used to greater advantage. It  then focuses on each participant integrating new methods into their current style to ensure greater success. This is achieved through a number of case studies, video recording and individual coaching.

Advanced Practical Negotiations demonstrates how planning and investigating prior to any meeting, can make the difference between significant wins and losing. Participants experience the power of using a framework, to make ensure gains each step of the way, and not to fall prey to the ploys and gambits often used in negotiations.


Who should participate

• Sales, Purchasing, Finance and Technical Managers
• Managers that handle the negotiations of employee contracts
• Managers and Administration Executives who deal with sales and purchasing, or conflict resolution
• Senior executives who negotiate

Dates, Venue, Language

• 22-23 February, 9:00am - 5:30pm
• Lunch break at the venue: 1:00pm - 2:00pm both days
• "The Cyprus Hilton", Nicosia
• English
• Programme Director: Peter Andreou

Upon completion of the programme the participants will be in a position to:

• Handle Complex Negotiations
• Create win-win situations in a conflict situation
• Conduct Principled Negotiation
• Structure Properly the phases of long Negotiations
• Use Advanced Planning Preparation techniques to achieve their strategy
• Create and Prepare Power sources
• Agree Roles with Team-members
• Break Deadlocks
• Empty objections
• Finalise

What the programme will  cover:

• Discovering underlying needs
• Clarifying objectives
• The preparation cycle
• The unspoken rules of negotiations
• Handling time pressure
• Using power sources
• Reading body language
• Overcoming deadlocks
• Video recording and individual coaching

Αnalytical Programme

Introduction to Negotiation Skills

• Brief Analysis of the training Guidelines and Objectives.
• Review of Basic Negotiations.
• Exercise: Putting into Practice what you know through Introductory Role Plays
• Where a more thourough Advanced Approach is necessary

Negotiations Case Study I

• Analysis of the :
• Preparation Methods
• Negotiation Range Issues
• Preparation for Case Studies
• Negotiating Case Study I
• Feedback

Vital Importance of Preparation

• The Stages of a Negotiation.
• The Different types of preparation
• The importance and the procedure of preparing each stage.
• Personal Needs Identification
• Making others feel they have won
• Ways to Prepare the Climate

Preparation of  Case Study II

• Introduction
• Objectives
• Preparation
• Negotiations for Case Study II

Review and feedback on case studies

• Methods for finding the overlap
• Listening and Questioning Techniques

Power Sources

• Ice Breaker
• Overview of categories of Power Sources
• Detailed Description and examples
• What are your Power Sources

Preparation of Case Study III

• Introduction
• Objectives
• Preparation
• Negotiations for Case Study III

Overcoming Deadlocks

How to :

• Move the Process On
• Achieve Breakthrough
• Understand the other side
• Probe and Exploring Options
• Questions : Open Ended Questions, Reflective Questions,Directive Questions
• Cooperative Style formula
• Facilitating Dialogue
• Personal one to one feedback workshop Sessions of participants to each other

Finale

• Roberts Phelps 12 Negotiation Principles
• Questions and Answers
• Summary of learning
• Implementing the learning
• Evaluations and certificates

Investment

• Investment: €675,00 + VAT. The programme has been approved by the HRDA. Enterprises participating with employees who satisfy the HRDA criteria are entitled to the subsidy. The estimated subsidy is €266.
• This includes the two-day programme and workbook
• For Group Discounts please call us
• Cheques to be issued to: P.A. PeopleAchieve Ltd
• Cancellations within three working days of the programme are liable for the full fees
• Substitutions are welcome