Negotiations that create results

Negotiations with an impact

Everything is changing – and hence everything is up for negotiation. On a daily basis, you negotiate with clients, suppliers, employers, colleagues and authorities. You negotiate in your professional life and in your personal life. Regardless of where you negotiate, the best way to reach your goals is by using a negotiation technique that brings about a shared experience of success. It’s not about winning a war with arguments, but rather about creating win–win experiences.

This two-day course on negotiation techniques will provide you with basic tools and techniques and an insight into effective negotiations at all levels.

Who can participate?

This course is for anyone who needs to communicate to achieve a goal in their daily life. It is relevant for anyone with leadership responsibilities, for buyers and sellers – and for anyone in a project-oriented world who needs to create results that push the process further along. The ability to negotiate is a competence that is needed across the organisation and that helps create results, both internally and externally.

During the course you will be working with:

• Important techniques and tools
• Uncovering your own goals and those of your counterpart
• Introduction to questioning techniques
• The importance of win-win
• How to handle your counterpart’s strategy
• Planning and execution
• Increased personal impact

Benefits

Benefits for you

• Achieving better results in your negotiations
• Gaining a basic toolbox
• Learning to ask the right questions
• Choosing the right negotiation style for the task at hand
• Learning to use a win–win approach to reach your goals
• Learning to deal with your counterpart’s typical tricks
• Getting better at handling aggression and threats
• Learning to build good relationships

Benefits for your company

• Employees who achieve more and better results
• Managers with better management tools
• Fewer conflicts and more solutions
• Strengthening of selected functions

The price includes:

During the course

• Two days (no accommodation)
• All meals during the course
• Course material

After the course

• Course certificate

Practical learning method

This course is very much a practice-based course. You will be given an opportunity to test yourself, and we will constantly relate theory and tools to realistic situations that you know from your everyday life.

The facilitation takes place in a calm, relaxed atmosphere where you can safely make the necessary mistakes and expect positive, forthcoming feedback from the facilitator and your fellow course participants.

Points on the agenda during the course

After the course, you will be able to approach any negotiation situation with a sense of calm and perspective because you know the mechanisms that lead to insecurity and conflict. You will also know what it takes for both parties to feel heard and feel that their views are being taken into account, so that you can create the results that you need. The course is an intensive practice-based course.

• Gain a framework for negotiations
  You will get a toolbox and learn about a number of processes that make it easy to initiate and conduct even complicated negotiations

• Understand your counterpart’s interests
  When you know what is important to your counterpart, you have the key to achieving results

• Plan your negotiation
  Structure, unpredictability and scenarios ensure that you keep your negotiation on track – regardless of what happens

• Ask so that you get the right answers
  Identifying focus areas in the negotiation requires asking good questions – and the right answers are rarely the ones you’d prefer to hear

• How do I handle insecurity and lack of clarity?
  Misunderstandings occur in any negotiation where you talk at cross purposes or interpret the situation differently. Learn to bring the dialogue back on track.

Consultants

Anni Mikkelsen

Anni Mikkelsen is an experienced and committed instructor who is great at getting people involved and creating a safe and inspiring framework for the lessons. Anni has extensive experience in handling challenging negotiations, conflict management and resolving dilemmas.

Anni is a coach and gives lessons in, among other things, negotiation, team development and management. Anni has a background in the natural sciences specialising in food science, is a certified coach and has taken supplementary philosophical courses. Anni has over 15 years of managerial experience in the food industry.

Søren Møller

Søren Møller has an Executive MBA, based on a number of technical and managerial courses. He has worked with business coaching and organisational development in several Danish companies. He has extensive international experience in project management and is often brought in as a “wild card” in managerial tasks that require novel solutions. Søren is occupied with negotiations on a daily basis, and he has a diverse range of experiences from both his challenging daily work and from his work as an instructor.

Søren is passionate about the development of individuals and creating an environment where there is room for humour and reflection. His teaching methods are adapted to your current situation and take into account the challenges you are facing. You must expect to be challenged and to bring home some new elements for your personal toolbox. His teaching style often seizes “the moment”, which adds life to the instruction and a bit of unpredictability.