Overview

Put yourself a decade ahead of the pack by practicing the crucial parts of negotiating. In fact, the return-on-investment for negotiating skills training is almost immediate. Excitingly, an avalanche of new brain research has also made this negotiation programme simpler and more powerful. So, by focusing on a few big discoveries, neuroscience has allowed us to focus on the new basics and produce a negotiating system that is intuitive and easier to implement.

Why Should an Individual Attend?

• Negotiation Is a Daily Leadership Skill. With managers spending up to 80% of their time negotiating, mastering this skill is essential for both everyday operations and long-term strategic success.
• Neuroscience-Driven Techniques. The course integrates the latest brain science to make negotiation methods more intuitive, effective, and easier to implement.
• Rapid, Tangible Results. Strong negotiation abilities deliver quick, measurable improvements that benefit both your personal performance and your organization’s bottom line.
• A Reliable, Versatile Framework. Participants will learn a proven negotiation model that can be confidently applied across a wide range of high-stakes scenarios.
• Build Trust and Influence. Develop the ability to establish rapport, decode body language, and adapt to different personality types, critical elements for successful negotiations.
• Scientifically Refined Strategies. By focusing on a few powerful discoveries, the programme simplifies complex negotiation dynamics into actionable strategies anyone can master.

Outcomes

By the end of this course, delegates will be able to:

• Improve your assertiveness, communication skills, self-awareness, EQ and negotiation skills..
• Build trust and rapport using body language, tone, and a win-win mindset.
• Use the PAR Value tool to prepare mentally for closing deals.
• Understand key negotiation terms like BATNA, ZOPA, and anchor offers.
• Recognize different personality styles and your own strengths and weaknesses.
• Learn how to make fair concessions and understand that everything is negotiable.
• Develop a win-win strategy for both business and personal negotiations.
• Gain a solid foundation in the principles of negotiating, influencing, and selling.
• Strengthen your relationships in both personal and professional settings.
• Close more deals by handling objections with trust and clarity.

Program Outline

• Introduction to Negotiations System, Breakthroughs in Neuroscience, 7-Levers of Power.
• Introduction to CUSP® (Tool 01 of 04), 7 x Examples of Negotiations (mini cases), Trust.
• Body Language & Zoom Tips (Tool 02 of 04).
• Negotiating Terms, 7-Common Mistakes, 10 x Golden Rules (Tool 03 of 04).
• Selling vs. Neg, Questions, Contact Form, Contact Report, Roosevelt Mini-Case.
• Crack the Case” (Logrolling, Non-Zero-Sum Case).
• Objection Handling & Closing (R.E.D.S. Tool 04 of 04).
• Prepare for your next important work case at work (i.e. homework).
• How to sell vs. Negotiate (What’s the difference?).
• Asking Questions (Trust building & “uncovering”).
• Writing a Contact Report.
• Introduction to “Crack The Case” Study (How to Complete the PAR Value forms, BATNA, Context).

Who Should Attend?

• Engineers
• Architects
• Quantity Surveyors
• Construction Health and Safety
• Contractors / Sub Contractors
• Executives / Senior Management
• Middle Management
• Administrators / Support Staff