Course: Mastering the Art of Negotiation
Effective negotiation is a critical skill in today's business world, impacting everything from sales and procurement to client relationships and internal management. Developed and taught by Frank Fisher, our "Mastering the Art of Negotiation" course provides participants with the tools and techniques needed to achieve optimal outcomes in any negotiation scenario. This interactive and highly practical program, taught to hundreds of students across 4 continents, goes beyond theory, immersing participants in realistic simulations and providing personalized feedback to ensure lasting impact.
Who should attend
-
Sales professionals
-
Procurement specialists
-
Managers and executives
-
Project managers
-
Anyone who negotiates in their professional life
What you will learn
-
Understanding Negotiation Dynamics: Explore different negotiation styles, communication strategies, and the principles of value creation. Learn how to analyze the other party's position and identify their underlying interests.
-
Advanced Negotiation Tactics: Master advanced techniques such as anchoring, framing, and concession strategies. Learn how to effectively use these tactics while maintaining positive relationships.
-
Negotiation Psychology: Understand the psychological factors that influence negotiation outcomes and how to leverage them to your advantage. Learn how to manage emotions and build rapport with the other party.
-
Interest-Based Negotiation: Focus on underlying interests rather than simply positions to create mutually beneficial agreements. Learn how to identify common ground and explore creative solutions.
-
Distributive vs. Integrative Bargaining: Recognize different negotiation styles and adapt your approach accordingly. Learn how to balance assertiveness with collaboration.
-
Negotiating in Different Contexts: Tailor your negotiation strategies for various situations, including sales negotiations, contract negotiations, conflict resolution, and internal discussions.
-
Practical Application & Simulations: Engage in realistic simulations and case studies to apply learned concepts and receive personalized feedback from experienced instructors. Practice your negotiation skills in a safe and supportive environment.
Benefits and Core Outcomes
-
Improved Deal Outcomes: Achieve better terms and maximize value in your negotiations.
-
Enhanced Communication Skills: Develop stronger communication and interpersonal skills for more effective interactions.
-
Increased Confidence: Gain the confidence to navigate complex negotiations and achieve your desired outcomes.
-
Stronger Relationships: Build stronger relationships with clients, suppliers, and colleagues through collaborative negotiation.
-
Reduced Conflict: Resolve conflicts constructively and create mutually beneficial agreements.
