Negotiation is the lifeblood of the business world and underpins every business deal and contract. It involves a variety of skills, many of which can be learned - but most people never actually do spend the time learning them. Don't make the same mistake, it could be costly.
The art of negotiation also involves knowing yourself, your strengths and weaknesses, and leveraging the best relevant facets of your personality. This course teaches those skills and helps you identify what makes you, you - and which parts of your personality are best to turn on and off in negotiations to get the best results.
With a blend of theory and practical application exercises, this course is perfect for those who want to brush up on or learn afresh their abilities to negotiate nationally and internationally, and achieve better results.
Please note: When attending the online version of this course, participants are required to join with the ability to turn on their cameras. This is an essential requirement in order to fully participate in the training course due to the interactive nature of the programme.
Benefits of attending
By attending this workshop style course you will:
- Understand the process of negotiation in more depth
- Recognise different negotiation styles and body language and learn how to react to them
- Gain insights into cultural style and context
- Improve your skills in preparing for negotiations
- Identify your personality traits that can be used to your advantage
- Achieve better negotiating techniques to resolve conflicts
- Improve your influencing and persuading skills in a safe environment
Course Content
Day 1
Simplifying complexity
Background
- Negotiation - what do we mean?
- Good negotiators
A negotiating process model
- General knowledge: know yourself and the counter party
- Understanding and dealing with fears
- Understanding paralanguage
- Understanding body language
- Understanding negotiation styles
- International negotiations: Understanding context and its impact
A negotiating process model continued
- International negotiations: Understanding culture
Specific deal knowledge: know the deal
- Understanding stakeholder interests
- Understanding the key objectives
- Understanding commercial leverage
- BATNA
- WATNA
- Bottom line
- ZOPA
Prepare your specific negotiation plan
- Understanding and preparing your SIIOOPS
- Preparing your team composition
- Rehearsing
- Setting the agenda
- Preparing the environment
- Defining communication rules
Day 2
The negotiation
- Negotiate!
- Strategy and sharing
- Feedback
Negotiation techniques
- Techniques around offers and counters
- Techniques to resolve conflicts
- Techniques to build trust
- Techniques to get past negotiation obstacles
- Ploys and counterploys
- Situational tactics
- Closing
Course Provider
Mark Weston ,
Hill Dickinson LLPMark Weston is a partner at Hill Dickinson LLP where he is Head of Commercial Law (London), Information Technology Law and, Intellectual Property Law. Mark joined the firm in 2016 from Matthew Arnold & Baldwin LLP where for 12 years he was a partner and Head of the Commercial, Intellectual Property and Information Technology Group, before which he spent several years at Baker McKenzie. Mark’s practice covers both non-contentious and contentious matters in all areas of commercial law, intellectual property law, information technology law, Internet, digital and privacy/data law. He specialises in commercial and tech issues. He has extensive experience in-house, having been seconded in the past to Hewlett Packard and new technology companies. His practice covers all sorts of commercial areas (including distribution, agency, franchising, sales and marketing strategies, advice and documentation) as well as extensive IT niches including advising clients regarding hardware and software issues (including SaaS, cloud, development, licensing, maintenance and distribution), solutions for and methods of transacting on the Internet, electronic commerce including B2B, B2C and B2G, S-commerce and M-commerce, social media, strategies to minimise or maximise liability and carry out compliance audits, outsourcing, facilities management, procurement, company IT policies and data protection (privacy) issues. He also has experience in IT litigation (and different alternative dispute resolution techniques). Mark writes various books on his specialist topics and is an editor and contributor to several publications and articles and lectures at numerous commercial, IP and IT-related conferences and training programmes. Mark appears regularly on BBC1 (usually providing advice on-screen to BBC Watchdog) and also on Sky News as a legal commentator.
Who Should Attend
This programme has been specifically designed for international in-house and private practice lawyers who are looking to improve their performance and the outcomes of their negotiations through enhancing their knowledge and skill-set.
