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Benchmarking-Driven Corporate Performance Enhancement
High Performance Negotiation
High Performance Negotiation is an intensive, fast-track programme giving delegates the insights, skills and techniques to succeed at complex negotiations.
You cannot learn negotiating skills by studying a textbook: there is no substitute for actually negotiating with others, having acquired the insights and skills to make you excel.
Overview
Who is This For
Benefits
Content
Our Difference
Testimonials
Overview
Overview
Our High Performance Negotiation programme gives delegates the skills to succeed whenever they are tasked with achieving a negotiating objective. Our proven proprietary framework and tools, coupled with simulations and role plays, will equip them to succeed in all types of negotiations, whether one-to-one or in groups, and across different geographies.
Who is This For
Who is This For
High Performance Negotiation is designed for people representing their organisations in a wide range of negotiating situations, and will therefore include:
- Board Executives
- Directors
- General Managers
- Team Leaders
- Functional Managers
Those in strategy, sales, business development, HR, finance and procurement will find the programme of particular benefit.
Benefits
Benefits
As a participant on the world’s most highly developed and effective Executive Negotiating Programme, you will learn the art and science of negotiating and some unique essential techniques that will transform outcomes.
Benefits for participants
Each individual attending our High Performance Negotiation programme will have different motivations and aspirations, but they all finish the programme with:
- The skills to achieve more successful outcomes in a wide range of negotiations – both in professional and personal life
- The skills to prepare effectively prior to entering negotiations with individuals and groups
- Enhanced understanding of the behaviour and thought processes in yourself and others that block or unblock successful negotiations
- Better understanding of the impact of cultural differences in negotiations
- The aptitude to defuse emotion and return to rational decision-making during negotiations
- Increased understanding of how to adapt to changing goals throughout the negotiation process
- The skills to close the deal and create wins and value for all parties
- Greater trust in your intuition
- The ability to think faster and more flexibly in pressured situations
- Increased ability to navigate ethical challenges with integrity
- The skills to mentor others to improve their own negotiating capabilities
Benefits for participants’ organisations
Every delegate attending the High Performance Negotiation programme returns to their business with skills that significantly enhance their value to the organisation. The programme is geared to help participants deliver more negotiation wins, more often, in just three days.
The skills that they acquire enable their business to:
- Increase profitability through more successful negotiations
- Build more valuable, sustainable business partnerships, both nationally and internationally
- Create teams of individuals whose negotiating skills will have wide application across the organisation e.g. in strategic decision-making; in change management; in reducing disagreements and conflicts
Content
Content
High Performance Negotiation combines unique, proprietary Workpraxis techniques with management training practices that have created the world’s most successful executives and entrepreneurs.
This programme is exciting, intense and immersive. There are no superficial applications of theory or academic business principles.
There are no “passengers” passively receiving training. Instead, our delegates actively participate throughout by reflecting on their individual self development and creating an action plan that will immediately impact their ability to improve business results.
In broad terms, the course will cover:
- Different negotiation types from adversarial to problem-solving
- Recognising your own default negotiation style and its strengths and weaknesses
- Pre-negotiation research of the other party to understand probable goals, interests, actions and objections
- Pre-negotiation planning and preparation
- Assigning roles to team members
- Preparation of the Fulcrium Proprietary 4-Dimensional strategic negotiation template to obtain maximum leverage
- Understanding the importance of values, standards, principles, integrity and authenticity
- Awareness of cultural differences and sensitivities
- Freeing yourself from bias, prejudice and emotion before, during and after negotiations
- Reading non-verbal behaviour and developing lasting rapport
- Identifying the decision-makers and influencers
- Exchanging information and understanding the goals and attitudes of all participants
- Framing questions during negotiations to obtain desirable intelligence
- The importance of listening, verifying and developing shared interests and objectives
- Maintaining energy and awareness
- Willingness to shift position to meet mutual interests without sacrificing too much
- Forming coalitions to improve outcomes
- Communicating with confidence and commitment at all stages
- Words and phrases to avoid, and those to use freely
- When to push and when to back off
- Achieving common ground, closing the deal and ensuring lasting satisfaction about the outcome
- Delegates’ personal action plans
Our Difference
Our Difference
We have been able to build this unique programme because our trainers have, over many years, delivered proven results in both business training and in strategic management consulting.
This has enabled us to “model” the methods of outstanding and highly successful executives and to build them into the cohesive and distinctive High Performance Negotiation programme.
High Performance Negotiation from Workpraxis is a unique fusion of the experience and expertise of two highly successful businesses: Fulcrium and Workpraxis:
Fulcrium is a specialist benchmarking company with an enviable track record amongst the world’s highest performing corporate businesses.
Workpraxis is a global management training provider with a unique take on training that includes some of the latest thinking in leadership and how people adapt, learn and grow in corporate environments.
Together, they have developed this unique, proprietary training programme focused on making business executives highly effective in their professional lives.
No other corporate training provider can offer a programme like High Performance Negotiation.
It is a synthesis of the very best of management training with experiential business techniques devised by Fulcrium.
For over two decades, Fulcrium has:
- Obtained deep insights into how the highest achieving individuals in the world’s largest companies create excellence in personal and business performance
- Assisted newly appointed board executives at the largest companies in the world to assimilate and internalise vast quantities of corporate, business, functional and operational information.
If you want a remarkable uplift in your personal and professional negotiating skills that doesn’t entail a decade of learning and experience, then you need High Performance Negotiation.
Testimonials
Testimonials
This really challenged and motivated me. I didn’t understand anything about the differences between issues and underlying interests before, but I certainly appreciate them now. I also realised that I only had one negotiating style, whereas you need to adapt depending on how the discussions are going. I am confident that I will be much more effective at negotiating from now on, finding solutions that meet the needs of everyone involved. I can see huge benefits in my personal life, as well, in terms of improving my relationships.
This course gave me some powerful techniques and skills in terms of planning and managing the negotiation process but it also enhanced my emotional intelligence. I have often struggled to “read” other people and I don’t trust my instincts often enough. This course will certainly help me to change that. It’s been very, very useful as I have some critical negotiations in the next month and I will approach them very differently to the way I have done in the past. I will let you know how I get on!
The negotiating demands of my role have been increasing recently, not least the need to evaluate competing bids from several different geographies. I was delighted at the insights and skills that this course gave me. I was stretched throughout but came away feeling more confident and certainly better equipped to improve my department’s strategic and budget objectives.
Corporate Programmes
Using proprietary frameworks developed over two decades of working with high-performing businesses and individuals, we can transform the way corporate performance is shaped and executed.
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