Negotiation Dealmaking Workshop
Negotiation - Commercial negotiators in need of a refresher

The Dealmaking Workshop

All programmes available nationally on an in-house basis for clients. Minimum 12 Delegates Per Programme

Target Population

An intense workshop for commercial negotiators in need of a refresher or "top up" session. This workshop can be run on a 1 day or 1.5 day format.

1 day option:

This is for senior executives and is a fast paced session starting at 7.30 am ending at 6 pm with a short lunch break.

1.5 day option:

This is aimed at senior middle management and starts at 8 am ending at 3 pm on day 1. The session starts again at 8 am on day 2 ending at 12 pm.

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

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

Negotiation