Professional negotiation skills
Power and personal impact

Find the course in danish

Good negotiation requires a lot from your ability to communicate and analyse as well as your ability to put your personal capabilities into play. A large part of your everyday communication consists of negotiation. This programme will strengthen and develop your personal capabilities as a negotiator, thus giving you power and impact. For instance, how do you keep your cool and continue to apply your tools when it’s completely impossible for you to communicate with your counterpart? What do you do when you counterpart tries to manipulate you? How do you remain persistent, focused on your interests and win-win oriented when the negotiation process is difficult? What motivates your counterpart and what is the best way for you to react to this

Participants
This programme is designed for individuals with theoretical and/or practical negotiation experience, either from participating in a basic programme or from the experience you have already gained as a negotiator. Your organisational position is not the deciding factor. You have probably had many good experiences and great results as a negotiator. You are familiar with the win-win terms but feel that you lack certain skills when facing more challenging negotiations.

Your personal benefit
You will be able to communicate clearly, precisely, with personal emphasis and respect. You will inspire confidence and credibility because you will know where you stand. You will be able to communicate what you need and put your foot down when necessary. This will make your communication more transparent and thus strengthen the relation to your negotiating partner. You will gain a better insight and thus increased tolerance for others. You will be able to handle conflict so that neither party ends up losing.

You as a negotiator
You will learn to motivate to reach common goals. You will increase your flexibility and thus your negotiation skills – you will expand the room for negotiation and thus create better results for all parties involved. You will reach the goals you establish.

You will obtain greater impact because you will maintain your demands, boundaries and goals in an open, settled and friendly manner. You will become focused on working towards the best possible agreements, as you will learn new methods that give you a better overview and management of the negotiation.

Your organisation:

• Bottom-line financial result
• Co-workers who develop personally and professionally
• Mediation and coaching techniques applicable in internal cooperation relations
• An organisation with reliable and confidence-inspiring co-workers

Ultimate learning process
Negotiation involves emotions and must be learned through practice.

This programme is scheduled as three separate days, i.e. training also takes place on workdays between the days of instruction. You will receive an hour of personal coaching one month after the programme – thus enabling you to focus on the areas where you need to develop most.

You will improve your negotiation skills from day one and maintain this development as the programme extends over four months.

Programme content
Recently, we have started to introduce techniques that are also used in coaching and mediation during the negotiation process. We work with win-win solutions that consider all interests as much as possible. Satisfaction with the negotiation result between both parties is the foundation for a continued, good relation, which, again, will be the foundation for future negotiations. Negotiating shouldn’t be a fight.

The ”win-win” philosophy
The definition of a successful negotiator has changed dramatically over the past few years. Successful negotiation means that both parties feel that they leave the negotiation as winners. This is only possible if the negotiation is a common process where you discover mutual interests and values and thus expand the room for negotiation to the best solution for both parties. Your negotiation skills are developed, allowing you to add value to the negotiation process.

Professional preparation and strategies in complex negotiation situations
You will gain simple and effective methods for preparing and managing negotiation strategies. If strategic decisions are made on a false or insufficient basis, the strategy that was chosen will not optimise the result of the negotiation.

A negotiation situation is complex when several topics must be negotiated or when multiple stakeholders take part in the actual negotiation. When several parties negotiate, they need to cooperate as a team and they must be fully aware of the requirements of their support base. This puts high demands on communication and flexibility during preparation as well as during the negotiation. You will be given tools to utilise differences and strengths within the team and you will learn to consider any weaknesses.

Effective strategies for various stages of the negotiation process
Different stages of the negotiation process require different strategies. Complex negotiation processes require you to be well equipped to quickly change/re-evaluate your strategy. This programme will strengthen your personal capabilities, enabling you to optimise/change you strategy and your tools during the various stages of the negotiation.

Communication tools
Your communication will improve when you are aware of your authority, your framework and your goals while at the same time being able to read and understand your counterpart. That is why this programme is based on the Enneagram with determination and understanding of personality types – what motivates you and others and how to adjust your behaviour in a negotiation situation – also when the person you are negotiating with seems reserved and difficult to understand.

In addition, this programme focuses on inter-cultural and global aspects and incorporates various techniques (the ANMCD model) to better understand and adapt to other nationalities and people of different cultures. This allows participants to involve their own, international cases during the training.

Elaborate consultancy
For more elaborate consultancy and personal sparring, please contact Product Manager Merete Bernhardtsen, telephone: +45 4517 6119 or send an email.

Teaching method
This programme is interactive and you will bring home tools and methods for immediate use. We alternate between theory, cases and presentations from the participants’ negotiation situations. The programme takes place on three individual days in order to optimise your implementation and continued focus on the benefit of each day of instruction. In addition, you will receive a full hour of personal coaching with the programme’s facilitator one month after completion of the programme. This will enable you to optimise your benefit from the programme, also long-term.

Facilitators
Executive Coach Jan Vælds, works with negotiations on a daily basis and he have experience from real life and training situations. The facilitator is able to create a safe and yet challenging environment and provide you with useful tools and input for your personal development, allowing you to see results already during your next negotiation.

The price includes:
Prior to the programme:
An invitation to two free hours of ”Good learning” (in danish)

During the programme:
3 days of training
Full accommodation
Maximum 14 participants
Binder with compendium and log for your personal notes
The programme is one of tools and processes and includes realistic exercises
Instruction and training with personal feedback from participants and facilitators

Contact Mannaz

For personal advice or enrolment, please contact Kompetencerådgiver Lonnie Vestergaard on phone +45 4517 6006 or send an email.