In our experience, the biggest mistake negotiators make is to understand negotiation as conflict. We've spent hundreds of hours observing negotiations, watching people explain why their demands are reasonable, why their position is logical, and why the deal should be closed on these particular terms. Your argumentation might be bulletproof, but it doesn't matter. Your partners feel their argumentation is just as persuasive. And they're not really listening to you anyway. Why would they?
Quickly, the conflict mindset develops. You and your partner start to argue about who is more reasonable. You assert that they should change their position. They assert that you should change yours. You make little progress. But you do succeed in irritating each other.
Deals that are squeezed from the conflict mindset tend to result in less value for both parties. It's a zero-sum game. It's like cutting up a pie. More pie for you equals less pie for your partner. And vice versa.
So what's the answer? How can you transform conflict into cooperation? It starts with a simple change in mindset - that the goal of the negotiation is not to "divide the pie", but to maximise value for both parties; to create more pie. The mindset change filters down to the very words that negotiators use; we're no longer asserting that our partners should change their position, we're asking what would make them happy to do so.
Industry experience
We have extensive experience of training negotiation for people from insurance, reinsurance, consultancy, pharmaceuticals, medical devices, aviation, and FMCG. We also specialise in international negotiations.
two day negotiation skills course
Our two day course lays the foundations for transforming your team from arguers into negotiators. The training is highly tailored, practical, and fun. We'll start by understanding the unique negotiation challenges your team face, and then build the course around them. We devote minimal time to theory - just the bare essentials. You'll never be more than a few minutes away from having the critical conversation that spells success or failure in reaching your negotiating objectives.
£2,500
Pre-consultation, course design, and course reporting included.
Optimal group size: 6 participants.
extensive negotiation programmes
If you want to transform your team into negotiation black belts, consider a more extensive programme. We can custom design a programme that gets your team negotiating at their absolute peak. The programme can include workshops, follow-up coaching, videos and other media, all specially designed to firmly cement the skills in your team's mind and help them apply them. Contact us to discuss your needs.
negotiation consultancy
If you have a crucial negotiation ahead, we can be there to offer guidance and support every step of the way. We have particular experience of international negotiations - we'll help you navigate cross-cultural sensitivities and communication challenges. Contact us to discuss your needs.