Three day Training
“Professionalize Negotiating Skills”
Audience
Commercial staff who negotiate regularly in their professional environment and have experience in commercial negotiations for 2+ years.
Deliverable
At the end of the 3 days, participants should be aware of strengths and weaknesses in negotiations and have a detailed framework available to them for proper preparation. Participants will have experienced how to prepare and negotiate different types of negotiations.
Content
We will deep dive into theory of personality, environmental attributes, trade options and values to either party at the negotiation. While discussing how to claim value and trade valuables I will demonstrate the working through my experiences in many different commodities, backgrounds, and environments around the world.
Four times throughout the first 2 days participants will negotiate a script 1-on-1 and subsequently observe a set of peers. On the 3rd day participants will experience group negotiations and the dynamics particular to broader groups.
Group size
This training is set for a fixed group of 12 people. Participants can have varied levels of experience and be from both the procurement and sales part of the business. After having tested a larger group size, this session is limited to 3 consecutive days.
Location
These sessions are best suited at an offsite location.