Negotiation Training Programs

This page gives you an impression of our on-site training programs. Program 1 is a one-day session, and program 2 takes two days.

Program 1

Duration: 1 day

This program provides core negotiation skills. It contains two role-playing exercises with feedback.

Morning

Negotiation, its nature and approach
The phases of negotiation - the "wheel"
Strategic preparation - the Scheme of Strategy
Role play: The brochure. Participants in groups against the trainer
Feedback

Afternoon

The dialogue on interests
The bargaining dialogue
The power of context
facework; psychology and language
Role play: A broken contract
Feedback
Conclusion of the course.

 

Program 2

Duration: 2 days

This program provides the main skills of negotiation, as well as the psychological tools to convince. It contains three role exercises with in-depth feedback.

Morning

Negotiation, its nature and approach
The phases of negotiation - the "wheel"
Strategic preparation - the Scheme of Strategy
Negotiation exercise: The brochure. The participants in a group against the trainer
Feedback

Afternoon

The dialogue on interests
Questioning techniques
The bargaining dialogue
Roleplay: The Unholy Alliance
Feedback

Morning

The opening of the negotiation
facework; psychology and language
The psychology of persuasion
The power of context
Tensions and conflicts

Afternoon

Negotiate in delegation. Roles, rhythm, breaks, principles
Role play: A broken contract. Preparation in groups, role play in groups
Role play evaluation and feedback
Conclusion of the course.

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References

I have previously viewed negotiations as 'confrontational' but the training today has given me tools to understand how both parties can win. Another benefit is the structure for preparing for negotiations. Sophie Lewis, Lead Commercial Manager, Østed Wind Power

Formidable trainer! Highly relevant knowledge in most situations. Easy to absorb material - practical focus easy to implement. Personalized feedback major strength. Frederik Thestrup

I enjoyed the theory. The exercises stretced me, which was good. Very interesting and useful course. Learned things for professional and personal life. I will recommend it, and I would consider doing 'Persuasion Skills' as well. Richard Higginson, British Embassy, Copenhagen.

I very much liked that the background was suppoted by both scientific theory and focused on practical use. Alf Qvistgaard

This course is a very good way to lin theory to practical use. Erik Jenrich Sørensen

Nice lesson of asking the right questions, and goog knowledge of understanding interests and needs of customers. Thomas Wlodarczyk, Manager, LM Wind Power.

My most important benefit of the seminar were the argumentation tools and models. Christian Munk-Christensen, Project Manager.

It made me reflect on my currant negotiation and persuasion skills and I will utilize the tools in the future. Although I had to queeze the two days into my tight schedule, I am very happy that I participated :-) Jan Peter Schrick, Director, Business Development Service, LM Wind Power.

The value of discussing interests was a main learning point - and limiting the number of arguments used in the process. Marianne Johansen, Business Process Expert, LM Wind Power.