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?

When you realise that managers spend 80% of their day negotiating, it makes business sense to know how to negotiate effectively. In fact, the return-on-investment for negotiating skills training is almost immediate. This course is designed for delegates to take away a powerful and practical framework that is easily applied across all high-level negotiations.

Outcomes

• Because 80% of a manager’s day is negotiating, it makes sense to be an effective negotiator.
• Return on investment (ROI) after training is almost immediate.
• The powerful CUSP® System is powerful and practical and can be applied across all business and private negotiations.
• With excellent results, the CUSP® System has been taught at leading business schools since 2007.
• The facilitator was awarded “Best lecturer in 2020” at the Gordon Institute of Business Science (GIBS).
• Prepare for a negotiation (case studies to practice the CUSP® methodology)
• Conduct a negotiation (case studies) and achieve great results in a high-trust way
• Handle objections and close a negotiation in a high-trust way

Program Outline

The program outline runs as follows:

• 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