Overview

Put yourself a decade ahead of the pack by practising 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?

• Managers spend up to 80% of their day negotiating, making it a vital skill for daily operations and long-term impact.
• Effective negotiation skills yields fast and measurable results, benefiting both individuals and the business.
• Delegates will gain a proven model they can apply confidently across diverse high-level negotiations.

Outcomes

• Improve assertiveness, communication skills, self-awareness, EQ and negotiation skills
• Grasp the concept of expert negotiations through individual and group games & role playing.   i.e. create rapport through trust, a win-win mind-set, body-language/tone, and by understanding the opposition or counter party better
• Use the ‘PAR Value’ tool (Perfect, Acceptable, Reservation) to cognitively prepare you for closing a deal
• Preparing to Negotiate: Explain what various negotiation terms mean: Anchor offer, BATNA, ZOPA, Reservation Values, etc.
• Explain ‘opponents’ and different personality styles. This will allow you to become acutely aware of your strengths & weaknesses
• It will give you confidence in the principles of ‘exchange’, or how to make concessions. In life everything is negotiable.
• To enhance your skills in preparing for, and practicing an effective win-win negotiating strategy, for a business or social environment
• Offer a broad understanding of the essential Principles of Negotiating, Influencing and Selling
• Improved personal & business relationships
• Close more deals handling objections the high-trust way 

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 0f 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