Negotiations Essentials
Your practical negotiation toolkit
“You don’t get what you deserve; you get what you negotiate” – Chester Karass. “Like it or not, you are a negotiator. Negotiation is a fact of life” Fisher and Ury.
This two-day course introduces you to the principles of negotiation, largely based on the work of Roger Fisher and William Ury’s principled negotiation. They state that the aim of any good negotiation is win-win, because the deal has to work for both parties if you want to work together long-term. You’ll learn about your negotiation style, and learn to adapt to the styles of others. You’ll start to develop your negotiation strategy, getting clear what your positions, interests, and leverage is. As part of your preparation, you’ll analyse the styles, interests, and tactics of those you negotiate with. You’ll get to understand the tangible and intangible elements of the negotiation and what some of the unspoken interests of your counterpart are. You’ll know your walk-away point and what to do if they say no. All of this, and more, will form the essential preparation you’ll need to succeed.
The workshop is very interactive. You get to practice several scenarios which are designed to demonstrate and deepen the principles mentioned above. The negotiations show you in an enjoyable way what your tendencies and behaviours are when you are at the table. You’ll get feedback from me on what’s working and where to improve.
Feedback for Negotiations Essentials
The most important treat of this course was that Laurence was able to catch the audience’s attention and managed to keep it high. Laurence was able to deliver complex concepts in a very simple way. The instructor has a very good knowledge or the subject and presents it in a fun and constructive way.
Negotiation Essentials EIOPA
The training was great. Really interactive. Laurence has been able to involve everybody in the discussion and keep the attention high. The strengths of the course were the positive atmosphere and the constant switch between lecture and teamwork. The case studies were well prepared and easy to follow.
Day-to-Day Negotiations
Apart from the lessons learned and the content, I liked your approach, giving room to the people to talk, but at the same time being able to reconnect and go back to the course when necessary. The pace was good; it was intensive but not exhausting, the mood was serious but friendly and not strict, so a good mid-point.
Day-to-Day Negotiations
Negotiations were a great two-day course and Laurence was very knowledgeable. He has a calm power to transmit all those difficult meanings. The class games made me realize the theory in real-life examples.
Excellent course. Well prepared. Good exercises. Intelligent recaps.
Negotiation Essentials
For further Feedback, please go to the Recommendations section at the bottom of my LinkedIn page
I've run my own business for over twenty years, so I've had to learn and use the skills of negotiation practically - you really do only get what you negotiate. That was also true when I worked more formally and negotiated my role, and other conditions.
My law background helps on this course. In law, the contract is key to building trust, managing expectations, and dealing with disagreements. Each line has to be thought through and agreed because the consequences can be severe if you get it wrong. Law also shows the importance of being prepared, looking at the details and separating out the variables.
One value of this course is to see the deeper patterns behind what your colleagues, clients, spouse etc. are asking for. It also helps you be clear what is negotiable and what your red lines are. I like how this course encourages me to more into the shoes of others, but also to get clear on what my own values are.
Laurence Whelehan - Essentials of Negotiation Trainer & Coach
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+49 152 0309 8845
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