Programmes and Services Offered
| Minimum 12 Delegates Per Programme |
| The Expert Negotiator Programme |
- All programmes available nationally on an in-house basis for clients.
- Minimum 12 Delegates Per Programme
Jack Quinlan & Associates developed this programme to cater for advanced negotiations. Programme content is based on internationally accepted standards. Both theory and technique have been tailored to suit our local situation as have all case studies and simulations. The programme has been thoroughly tried and tested on thousands of South African executives. This is widely considered to be the most successful negotiation skills programme in use in South Africa which is supported by outstanding executive level feedback from both our in-house client base, and the Gordon Institute of Business Science (University of Pretoria, Illovo, Johannesburg).
1. Target Population
This two and a half day programme is designed for Executives and Managers from all disciplines, who are involved in negotiation as an integral part of their responsibilities. Marketing managers, sales specialists, contract negotiators, financial managers, human resource specialists and general managers are ideal candidates for this programme.
2. Customisation
This programme is designed to be customised for specific functional areas i.e. commercial/marketing. The customisation process can be extended to include company specific case studies.
3. Programme objectives
Upon completion of the programme delegates will be able to:
- Establish the appropriate climate for negotiation
- Differentiate between on-going/one-off/crisis negotiations and select the appropriate strategies
- Apply a structured approach in preparation for negotiations
- Formulate strategic agendas that work to your advantage
- Establish common ground, define the negotiation range, create overlap and finalise an agreement
- Avoid errors commonly made in negotiation
- Select appropriate negotiation tactics without damaging relationships
- Identify and interpret their negotiation style profile
- Neutralise aggressive negotiators
- Deal with a broad range of negotiation styles
4. Programme Structure
Session 1: Negotiation Basics.
Session objective
To provide delegates with a working definition of negotiation and an appreciation that the outcome of a successful negotiation is influenced by the psychological climate which is established at the outset of negotiations.
Contents include:
- Decision making
- What is negotiation?
- Climate of negotiation
- Types of negotiation
- Strategic agenda options
- Negotiation phases
Session 2: Preparation and Bargaining
Session objective
To provide delegates with preparation systems that are flexible and usable in a variety of negotiations, and to create an appreciation of the fundamentals of sound bargaining practice.
Contents include:
- Preparation flow-chart
- Identification and ranking of issues
- Power base analysis/leverage
- Bargaining model
- Price negotiations
- Negoprep 4 Step Plan
- Formulating effective agendas
- Tactics
- Negoprep checklist
- Syndicate simulations
- Skills feedback session
Session 3: Human Dynamics in Negotiation
Session objective
To create an understanding of the dynamic process within groups and develop skills ensuring that the processes work for the negotiator. To create awareness that not all negotiating behaviour is verbal and to sensitize delegates to alternative negotiating styles.
Contents include:
- Team roles/functions
- Negotiation style assessment
- Non-functional group behaviour
- Neutralizing tough negotiators
- Dealing with different negotiation styles
- Deadlock alternatives
- Syndicate simulations
Session 4: Putting it all together
Session objective
To integrate the techniques and skills acquired and demonstrate competency within a real life situation.
Contents include:
- Simulations
- Case study (specific to candidate's negotiating arena)
- Individual/team feedback
- Characteristics of effective negotiators
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A 2 day intermediate level programme designed by Prof. Gavin Kennedy, the United Kingdom's foremost exponent of negotiation research and application.
Agenda
Day One: 08:00 - 17:00
The Four Phases of Negotiation
Pre-Course Questionnaire
What is negotiation?
- Six different ways to make decisions
- How negotiation can get you what you want when the alternatives are not available or not appropriate
What is the wants approach?
- How to be effective in the Four Phases of negotiation
- How to move towards agreement
- Plus our film
"DO WE HAVE A DEAL?"
What do we want?
- How to sort out what you want
- Four sources of confidence
- How to gain command of detail
- What are negotiable tradables?
What do they want?
- How to cut through the waffle to reveal what they want
- How badly do they want it?
- Safe ways to move without giving in
What can we trade?
- How to avoid misunderstandings about your proposals
- The negotiator's most useful two letter word
What did we agree?
- How to agree what has been agreed
- Implementations protocols
(Methodology involves simulations)
Agenda
Day Two: 08:00 - 17:00
Assertive Negotiation
Why are your negotiation intentions important?
- Dilemmas of negotiation: trust and temptation
- The extremes of aggression and submission
- Four types of negotiator and their intentions
- How to recognise and deal with negotiation styles
What is the assertive approach to style?
- How to handle aggressive and difficult negotiators
- Style contrast or matching?
- How to neutralise ploys
- Dealing with the submissive
What to do with manipulative negotiators?
- Three stages of manipulative ploys
- How to neutralise 10 common ploys
The assertive negotiator
- How to change your negotiation behaviour
- How to use assertive negotiation language
- How to assert yourself to success.
(Methodology involves simulations)
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1. Target Population
An intense one day workshop for commercial negotiators in need of a re-fresher or "top-up" session.
2. Workshop Objectives
This workshop is designed to re-fresh and sensitise negotiators in three critical areas of negotiation. These focus areas of immediate payback to a negotiator include:
- Preparation
- Team Based Negotiations
- Styles of Negotiation
3. Workshop Structure / Content
Session 1: Negotiation Basics
- What is Negotiation?
- Climate of Negotiation
- Types of Negotiation
- Negotiation Tactics
Session 2: Preparation and Bargaining
- Negoprep Method
- Leverage Checklist
- Identification and Ranking of Issues
- Structuring of Agenda
- Bargaining Model
- Negotiating Ranges
- Trade-off Patterns
- Negoprep Checklist
- Simulation: Creative Turmoil Case
- Feedback Session
Session 3: Team Negotiations and Styles of Negotiation
- Team Selection / Roles
- Negotiation Styles
- Dealing with Tough Negotiators
- Simulation: Deadline Debacle Case
- Feedback Session
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A 1 - 2 day customised workshop designed to focus on negotiating behaviour of both individual negotiators as well as teams of negotiators. The delegates are exposed to a number of negotiation simulations and are observed and critiqued on a range of desirable and undesirable behavioural traits. Detailed observer comments, including televised feedback, provide candidates with practical guidelines for future negotiations. Ideally suited as a follow-up experience to teams of negotiators who have been through either The Expert Negotiator or The Negotiate Programme.
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A 1 - 2 day customised workshop that focuses primarily on content of negotiations. The focus is on client live data for upcoming negotiations where we interact with the client's negotiating team and assist with preparation and strategic direction. We also subsequently act as a sounding board to our client whilst negotiations are in progress. Should the client wish to involve us as an integral part of their negotiating team, and if it is considered appropriate, we would then provide such direct assistance.
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Recent consulting assignments range from large scale cross-border mining rights negotiations through to complex property agreements. Such interventions can range from assistance on an ad-hoc basis through to overall strategic responsibility for entire negotiations.
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