“James ran the Expert Negotiator programme for our procurement managers. He made the content thought-provoking and challenging, especially in the context of the live case studies.
Feedback on the course was very positive and it has helped us significantly improve our departmental negotiation skills which in turn will drive real benefits for our business”
The Expert Negotiator Programme
In-house programme : 4 days over six months
Public programme: 2 days
What is it?
If you’re new to negotiation or likely to do more of it in your role in the future, then this is the programme for you. Plenty of practical cases and exercises that will give you the edge. What’s more, we’ll film you doing it and give you lots of feedback.
Structure
2 day offsite foundation workshop (both in-house and public programmes)
1 day refresher workshop (in-house programme only)
1 day for individual coaching sessions (in-house programme only)
Topics
Important principles of negotiation
Understanding the psychology of negotiation
How to structure negotiations
How to prepare and plan for negotiation
Understanding the tactics used against us
Competitive v collaborative negotiations
An introduction to team negotiating
Who’s it for?
Account executives, sales people, junior buyers, marketeers, people changing roles, human resources. In-house programmes are great for whole teams; public programmes are best suited to smaller numbers of colleagues or individuals.