Two Negotiation Training Programs to chose between
Program 1
Duration: 1 day
This program provides core negotiation skills. It contains two negotiation exercises with feedback. On-site by appointment only.
Morning
Negotiation, its nature and process
The phases of any negotiation - the "wheel"
The scheme of strategy
Negotiation exercise: The Brochure
The opening micro "speech"
Feedback and learnings
Afternoon
Questioning techniques: The "tower"
Haggling - getting to the final solution
Psychology of the context
Social psychology; facework
Negotiation exercise: A broken contract
Feedback and learnings
Evaluation and goodbye.
This program is available on-site upon request only
Program 2
Duration: 2 days
This program provides core negotiation skills, as well as psychological tools of persuasion. It contains three negotiation exercises with extended feedback. On-site by appointment only.
Day 1: Morning
Negotiation, its nature and process
The phases of any negotiation - the "wheel"
The scheme of strategy
Negotiation exercise: The brochure
The opening micro "speech"
Feedback and learnings
Day 1: Afternoon
Questioning techniques: The "tower"
Haggling - getting to the final solution
Psychology of the context
Social psychology; facework
Negotiation exercise: Super E
Feedback and learnings.
Day 2: Morning
Rhetoric and persuasion
The psychology of motivation
How to work with the firm 'no'
Acute conflict handling
Day 2: Afternoon
Team work and delegations
Negotiation exercise: A broken contract
Extendend feedback and learnings
Evaluation and goodbye.
This program is available on-site upon request only.
Kaare Thomsen
Your negotiation trainer is Kaare Thomsen, specialist in psychology and rhetoric, educated at PON, Project on Negotiation, at Harvard Law School. He has 20 years of experience and works internationally for organizations and companies.
References
I have previously viewed negotiations as 'confrontational' but the training today has given me tools to understand how both parties can win. Another benefit is the structure for preparing for negotiations. Sophie Lewis, Lead Commercial Manager, Østed Wind Power
Formidable trainer! Highly relevant knowledge in most situations. Easy to absorb material - practical focus easy to implement. Personalized feedback major strength. Frederik Thestrup
I enjoyed the theory. The exercises stretced me, which was good. Very interesting and useful course. Learned things for professional and personal life. I will recommend it, and I would consider doing 'Persuasion Skills' as well. Richard Higginson, British Embassy, Copenhagen.
I very much liked that the background was suppoted by both scientific theory and focused on practical use. Alf Qvistgaard
This course is a very good way to lin theory to practical use. Erik Jenrich Sørensen
Nice lesson of asking the right questions, and goog knowledge of understanding interests and needs of customers. Thomas Wlodarczyk, Manager, LM Wind Power.
My most important benefit of the seminar were the argumentation tools and models. Christian Munk-Christensen, Project Manager.
It made me reflect on my currant negotiation and persuasion skills and I will utilize the tools in the future. Although I had to queeze the two days into my tight schedule, I am very happy that I participated :-) Jan Peter Schrick, Director, Business Development Service, LM Wind Power.
The value of discussing interests was a main learning point - and limiting the number of arguments used in the process. Marianne Johansen, Business Process Expert, LM Wind Power.