Prepare for different types of negotiations, predict reactions, and use tried and tested techniques to consistently deliver positive results.
Hone your skills through practical exercises, one-to-one feedback and intense role-play work, and learn the latest theories for analysing the complete negotiation process – from introduction to closing deal.
What you learn
Strong negotiations rely on your ability to develop and increase your self–awareness. Use the programme’s personal profiling techniques (outlined below) to understand your personality traits, values and preferences. The results empower you to hone your own negotiating style, build a personal development plan, and improve your strengths and self-knowledge.
Ready for every type of negotiation
From distributive (competitive) to integrative (shared problems) forms of negotiation, you gain a clear understanding of how to approach, manage and resolve conflict. For each type of negotiation, you look objectively at the situation, exploring what is important to you and your opponent, and – crucially – what a successful outcome looks like.
At the bargaining table
What happens at the bargaining table directly impacts the outcome of your negotiation. Discover proven techniques for influencing and persuading to achieve results in any situation.
How you learn
Structuring the process
Before each negotiation, you complete a planning document, which pinpoints what each side wants, what sources of power each of you have, and what you and they are aiming for. This gives you a clear structure to adhere to and a sense of objectivity before negotiations begin.
Intensive negotiation practice
Apply your negotiating skills to a range of real-world scenarios and hone your skills in increasingly complex and intense situations. Our approach offers highly practical and personalised support to each participant, with a ratio of two participants for each coach.
Filming, feedback and discussion
Detailed feedback is paramount to successful negotiation training. Each of the practical exercises is videoed and replayed in group debriefing sessions, refining your skills, building your confidence and broadening your experience across a range of industries.
Real life case studies
Case studies sourced from across the globe present unique negotiating challenges, offering you different approaches to adopt on your return to work. Past case studies have included Biotech-Naturally Cotton, looking at single-issue, two-party negotiations; and Moms.com, analysing multi-issue, two-party negotiations.
Undertake a NEO personality profile, and a 360 degree profile to glean meaningful insights into your leadership style. This helps define your negotiation style, build on your strengths, analyse how you work in a team and what impact your approach may have on the people around you.
Peer to peer feedback
As well as learning from our world-class faculty, who provide you with cutting-edge research and real-world experience, you work intensively with your peers in small groups. Share experiences, insights and tips that enable you to negotiate successfully in any situation, anywhere in the world.
Your learning experience
- Sunday Programme welcome and introduction
- Monday Individual differences and personality, distributive negotiations, 360-degree negotiations, feedback
- Tuesday Decision-making biases, integrative negotiations
- Wednesday Influence and persuasion, managing contentious negotiations
- Thursday Inter-group negotiations
- Friday Multi-party negotiations. Link, summary, action and development plans