Value Negotiation: How to Finally Get the Win-Win Right
Introduction:
We continuously negotiate in all types of environments – not only at work, but also in our community and personal lives. Persuading and influencing others is part of our day to day life: when buying or selling a product or service; when managing staff or dealing with our supervisors; when arguing with our family or friends. Solid negotiation skills are thus the key to achieving great outcomes in all these settings.
This workshop will challenge your assumptions about negotiations and help you to define clear measures of success and to identify powerful strategies to reach it. You will have plenty of opportunities to practice preparing, conducting and reviewing negotiations, in order to go back to real life and apply the learnt from day 1. During the two days you will develop your own negotiation style, leveraging the systematic Value Negotiation system to achieve better value and improve relationships.
Key Achievements:
- Increase awareness of the negotiation process
- Analyze and evaluate own negotiating behavior and assumptions
- Learn the Value Negotiation approach for systematic preparation, conduct, and review of negotiations
- Improve negotiation and communication skills
- Develop confidence in ability to approach any negotiation in a structured, systematic way, and to improve it over time
Teaching Format:
This workshop offers a unique fast-paced mix of:
- Systematic preparation for exercises, individually and in groups
- Role plays of negotiation cases
- Detailed, structured debriefs to review the performance in role plays and exercises
- Participation in “in-class exercises”
- Real time laboratory of negotiation techniques, to practice diagnosing and recommending
- Facilitated class discussion to extract the learnt from the exercises, the lectures and the participants’ previous negotiation experience
- 30 minutes coaching session over the phone 30 days after the workshop to support the ability to apply the learnt
Who should attend?
The workshop is designed for seasoned executives with significant experience in conducting and supervising any kind of negotiations. It may be of particular interest to:
- Managers in Procurement or Sales
- Key Account Managers
- Executives dealing with M&A or JV negotiations
- HR Managers
- Entrepreneurs
- Lawyers
Lecturer: Nuno Delicado, founding partner of the consulting firm Pluris specialized in negotiation and mediation
Dates: 18/ 19 October, 2010 – Four Seasons Nile Plaza, Cairo
