Negotiation Mastery

Negotiation Mastery is designed to help you ensure long-term win: win outcomes, once the need to complete a deal been established. The intent is to engage in appropriate discussion so that no opportunities are left on the table.

Negotiation Mastery provides a negotiating model, processes and tools, to be able to properly prepare for a negotiation of any size or level of complexity.

The program focuses on the following critical negotiating skills:

  • Planning a collaborative negotiation
  • Analyzing negotiating styles
  • Valuing tradeable issues
  • Creatively offering options
  • Defining parameters and sequencing offers
  • Handling customer negotiating tactics
  • Take both strategic and tactical views of the negotiation and manage both structure and process.
  • Influence the final outcome in terms of win vs. lose, and manage both logical and emotional issues.
  • Gather and analyze the variables available to both parties and categorize into relative priorities.
  • Prepare appropriate settlement objectives based on the situation.
  • Effectively trade variables based on objectives, costs, and values, and use bargaining techniques to achieve optimistic settlement outcomes.
  • Confidently deal with price issues.
  • Establish credibility quickly and build trust for long term relationships.
  • Implement an effective negotiation structure
  • Preparation
  • Discussion and Expansion
  • Bargaining
  • Closing
  • Handle real life situations (case Studies will be customized to generate timely discussion)
  • Examine the “Contribution Factor” to provide motivation to negotiate, by understanding the effect of any discount on overall net profit and volumes
  • Role Play to understand your own baseline behaviors and begin to plan what needs to change
  • Understand “The Rules of Negotiation” (both the Buyer’s rules, and the Seller’s rules)
  • Deal with Power issues
  • Virtual coaching (one-on-one or in small groups) to help with certain skills and/or actual negotiations in progress.
  • Workshop evaluation
  • On-line Progress Report within six months of the program, to determine how successful the team has been making learning changes
Pricing and Scheduling

Pricing for our 3-day (21 hour) training courses for a minimum of 10 participants is $1,800 per participant, NOT including comprehensive learning materials (which includes assessments, textbooks and reading material).

Comprehensive materials are additional, and pricing is at $450 per participant.

As an example, for 10 participants, the total price would be $1,800 plus $450 = $2,250 per participant, or $22,500 for the group of 10.  These prices are a maximum.

 

Group Session Pricing for Corporate Programs

For groups of more than 10 participants (or less than 10), pricing is at $5,500 per day ($16,500 for three days or 21 hours), plus $450 per participant for comprehensive materials.  As an example, for 20 participants, the total price would be $16,500 for the three days, plus $450 x 20 = $9000 for the materials, giving a total of $25,500 for the group of 20.

For multiple groups from the same organization (keep in mind that a separate application is necessary for each group if applying for the Canada-Alberta Job Grant), there are discounts available of up to 25%.  Please contact us for details.

 

Each full day of training is a minimum of 7.0 hours.

A certificate of completion will be provided to each participant, upon successful completion of a course.

Other costs may include: venue for a training room, audio-visual equipment, flipchart and facilitator travel costs where applicable. Mileage (if personal vehicle is used) is charged at $.75/km, and a per diem is at $75.00. All other expenses are billed at cost. All costs shown here are exclusive of GST and are in Canadian dollars.

 

Scheduling

Workshops can be scheduled on dates that work for you and your people.  Many of our workshops can be customized to meet your needs, so please contact us for available dates and associated pricing.

DURATION: 3 days (21 hours)
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