Negotiations that create results

During the course, you’ll learn:

• Important techniques and tools
• Uncovering your 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

Who can participate?

This course is for anyone who needs to communicate to achieve a goal in their daily life. It’s for those 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’s needed across the organisation and helps you create results, internally and externally.

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

• 2 days (no accommodation)
• all meals
• course materials

After the course

• course certificate

Course structure

This is a practice-based course. So, we’ll constantly relate theory and tools to realistic situations that you know from your everyday life and you’ll have the opportunity to test yourself.

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

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

• Understand your counterpart’s interests
  When you know what’s 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 the right questions to get the important answers
  Identifying focus areas in the negotiation requires asking good questions – and the right answers are rarely the ones you want to hear

• Handle insecurity and lack of clarity
  Talking at cross purposes or interpreting situations differently can lead to misunderstandings in any negotiation. Learn to bring the dialogue back on track.

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 has a diverse range of experiences from 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 makes his teaching lively, with a bit of unpredictability.

Anni Mikkelsen

Anni Mikkelsen is an experienced and committed instructor. She’s 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. She has over 15 years of managerial experience in the food industry.