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The programme content is interspersed with practical negotiation exercises and case studies across the array of negotiation types. Video is used to reinforce the delegate learning that is delivered through a detailed feedback process.

Programme Deliverables focus on increasing the delegate's capacity to implement principles and deliver significantly improved negotiation outcomes. This comes through:

• Providing a clear understanding of fundamental negotiation concepts

• Delivering best-practice methodology for creation and execution of negotiation strategies

• Exploration of the human factor of how personal character traits affect negotiations

• Personal delegate feedback to provide clarity on individual development needs

• For colleagues, the programme delivers a clear common language which supports effective communication across teams and business functions

• Additional support with an optional Coaching module to embed learning

Day 1

• Introduction to general negotiation principles

- Negotiation Types; Dispute, Reactive and Proactive

• Personal Negotiation Capability Assessment

• Negotiation Objectives, internal communication and alignment

- Knowing our objectives and understanding those of the other party

• The Human Factor in Negotiation

- Management of Inherent Conflict and Taking Control

- Self-Control from avoiding generosity to suppressing competitive desire

• Power in Negotiation

- Analysis of the power state

- Power enhancement

• Leverage; its development and use

- Positioning and Conditioning

• Negotiation Strategy Development Process

- Planning and Communication

- Anticipative Scenario Planning

- Team Organisation

- Effective Execution

Day 2

• The Day 2 morning is dedicated to a final case study taking the delegate through strategy development and execution from start to finish

• Culminates in the most complex face-to-face negotiation to which the delegate will be exposed`

• Detailed team and individual feedback

• Negotiation Laboratory

• Coaching session to analyse delegate negotiations (past and future) and develop the basis for the Strategic Plan

• Delegate Personal Development Action Planning

Each delegate may opt for an additional coaching module to take place subsequent to the workshop programme.