Negotiation Skills Workshop
03 February 2015, 9.30am - 5pm
Herman Miller National Design Centre, London WC2B 4AE
A comprehensive one day course with Billy Milton
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Overview
This one day programme has been designed to change how people think about negotiation and dramatically improve participant’s negotiation competence. The initial part of the programme provides individuals with an understanding of negotiation theory and pre-meeting processes before moving on to certain key negotiation tactics. We are seeking to answer both the how and why questions with the aim of enabling participants to deliver improved negotiation outcomes as soon as they get back to the office.
We know sometimes companies like to send small groups to our events, so we've introduced a special rate for those booking more than one person - see the end of this item for details.
The following topics are covered during the day:
What is negotiation?
Participants are invited to produce their own definitions of negotiation. We provide some thought provoking questions and guidance until we reach a refined definition. This session is designed to dispel a few popular misconceptions right away and get participants’ grey cells operating.
Framework for success
Right at the outset we provide a framework within which all negotiations should take place, from the simple to the complex. This framework involves understanding the power, needs and fears of both parties to the negotiation. Objectives in a negotiation can be defined as the criteria by which you judge the outcome of a negotiation. Our framework recognises that successful negotiations are not just about the money. We believe that successful negotiations can deliver full value while maintaining mutual respect and trust between the parties. This belief is reflected in our framework which looks not only at the monitory value but to the issues of reputation, relationships and core company and personal values.
Negotiation power
We debate the issue of negotiation power and share our definition of negotiation power. We then look at the key sources of power and how to build your negotiation power through the application of the suggested negotiation framework. To develop an effective negotiation strategy you must clearly understand and build on your sources of power before converting them into appropriate actions.
Tactics for securing value
A sound strategy is a pre-requisite to tactical success. Once you have a sound strategy then you need to understand the tactics that can be applied to deliver that strategy. Tactics are what happens in the crucial face to face meetings. In this session we examine the tactics for securing value. The value you secure in a monetary negotiation is determined by price. The price you end up paying or receiving is determined by the starting point and the movement secured or denied. Our approach is guided by the fundamental principal that successful negotiation is a positive sum exercise in which each party feels better off with the agreement than without one. This session provides insight into how you can use opening positions and concessions patterns to influence perceptions and the ultimate settlement point.
Taking risks
Most negotiations involve taking risks therefore courage is invariably part of the deal. Dale Carnegie said: “The person who goes farthest is generally the one who is willing to do and dare. The sure-thing boat never gets far from shore.” We agree with his sentiment and in this session look at what people try to avoid and how that can be used to your advantage in the negotiation. Playing not to lose, rarely delivers remarkable results. Your decisions will involve an element of risk. However the risk must be rationally accepted on the basis that the reward sufficiently outweighs the risk. Again we look not only at financial risk but reputation risk in the context of relationships and values. We believe that negotiations should be conducted in a manner which is consistent with your values and the values of your company.
Managing relationships
To succeed in negotiation you need to be able to develop valuable relationships. We look at how to develop relationships and build instant rapport. With rapport you can maintain differing opinions but still create a valued relationship. Whether you are a seller or a buyer you are selling yourself to other people. Your aim in most but not all negotiations is to succeed in developing a relationship which creates a foundation for future business. This session explains a number of important principles for delivering the relationship objective.
The Style Council
People can be very different but in the end are not that different. There are various personality types and numerous psychologists’ classifications. In this session we look at a number of models but zero in on one we have found particularly useful. We then show you how to recognise and respond to varying personality types. An important part of connecting with people and building rapport is the ability to discern what personality type you are dealing with. Astute negotiators seek to adapt their negotiation approach in the crucial negotiation meetings to suit their opponent’s personality style. Knowing how to do this can deliver remarkable results and avoid unnecessary pain.
When to stop?
There comes a point in every negotiation when to continue to press for concessions can run the risk of losing the whole deal. We teach participators to recognize when that point has arrived and to move to closure. The moment of closure can be the moment of greatest peril. At, or close to, the point of closer arrogance and overconfidence can cost you the deal. At the point of closure you must continue to be guided by reason. Our negotiation framework enables you to stay focused right up to closing time.
Negotiation Exercises
We recognise that people learn more effectively by doing as well as listening. The day therefore includes four negotiation exercises which enable everyone to participate. As we go through the day these exercises reinforce key elements of the teaching. Participants who are not involved in a particular negotiation are charged with observing each negotiation and providing instructive feedback. The negotiations commence with one on one negotiations but move on to progressively stretching team negotiations. We use our own negotiation examples, based mainly on actual negotiations, but are happy to develop tailored negotiation exercises to meet our client’s specific requirements.
Learning Review
The day is wound up with a final learning review where we summarise key learning points and provide a final piece of coaching on how to dealing with adversarial negotiators before closing with an open forum. The day is informative, practical, stretching and most important of all is fun for us and the course participants.
Speaker - Billy Milton
Billy is a gifted and enthusiastic public speaker who has spent the past 20 years honing his speaking and negotiating skills with the largest 'not-for-profit' organisation in the world... the Church. Before becoming a minister he spent 16 years in industry as a management accountant, working for United Biscuits, Pilkington Glass and Pinneys of Scotland amongst others. He is a qualified accountant (CIMA) and has a Ba (Hons) in Theology.
He is now once again back in the corporate world working as a coach in communication and presentation skills where, using a combination of up front tuition and client participation, he helps people to excel in the public speaking arena. Every time you open your mouth in the corporate world you are performing, and that performance is being judged and ultimately affects your bottom line. His aim is to give people the necessary skills and confidence to perform well in each and every occasion that they are required to influence someone. His recent clients have included The RAC, Transitions Lenses, IHG and Avis.
Billy is also a director of a negotiation company where he trains executives to think differently about negotiating, whether they are in the boardroom, the shop floor or the procurement office. His courses are not off-the-shelf training manuals but negotiation strategies gained from hard hours at the coal face. He is dedicated to maximising the value his clients deliver through their commercial negotiations. He helps people think differently about negotiation, change their behaviour and enable them to deliver remarkable results for themselves and their organisations.
Negotiation is about getting the best result you possibly can. Its about securing movement. Billy’s focus is on converting organised knowledge into appropriate action that will persuade the other party to move in the right direction. The value you capture depends on the amount of movement you secure. Effectiveness lies not solely on the narrow concept of rationality but in a blend of clear headed logic, emotional intelligence and intuition.
One of Billy’s favourite pastimes is long-distance running. He has run a number of marathons and believes that in business you should never trust a sprinter!
Registration
Registration is open now. Places are limited and are priced at £225 + VAT per person. If booking more than one person, subsequent registrations are charged at the special rate of £175 + VAT. Book your place now by clicking here.